Selling To a Friend
Maybe your firm would like to sell to XYZ company and it turns out you have a college classmate who works there. Maybe you’ve become friendly with someone in a client company for which you’d like to do further work elsewhere in the organization. Maybe a neighbor down the street works for an organization you […]
Trust Hero: Brad Katsuyama, on CBS 60 Minutes
Michael Lewis’s new book Flash Boys goes on sale at Amazon this morning, March 31. The headline, as he put it in Sunday’s exquisitely timed CBS 60 Minutes – “The stock market is rigged.” And it’s rigged in favor of high-frequency traders. Complaints about high frequency trading are not new. What is new, to nearly all of us, is […]
The Limits of Value Propositions
(This post first appeared on RainToday.com) Value propositions are unquestionably important in B2B sales, especially for large, complex, or intangible offerings. Some suggest a value proposition is the key component of successful sales. And most would say a value proposition is a necessary condition for success, if not a sufficient one. But I think we […]
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THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships—loaded with stories, exercises, tips and tricks, and deeply practical advice.
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TRUST-BASED SELLING
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.