Riding the Shark: Vanquishing Fear in Selling, Part 4 of 4: Shark-proof Your Selling
This is the final post in a four-part series on Fear in Selling. In the first part, I talked about the importance of dealing with fear in sales. In the second part, I wrote about the four types of fear. In the third part I talked about fending off the sharks of fear. In this last part I talk about […]
Riding the Shark: Vanquishing Fear in Selling, Part 3 of 4
This is the third article in a four-part series on Fear in Selling. In the first part, I talked about the importance of dealing with fear in sales. In the second part, I wrote about the four types of fear. In this part I’ll talk about solutions, and in Part 4 I’ll talk about Shark-proofing your market – how to replace […]
Riding the Shark: Vanquishing Fear in Selling, part 2 of 4
There are many ways to think about sales and selling. You can focus on value propositions, sales processes, sales management, motivation, techniques, and models. In this blogpost series, I focus on something else that’s common in sales – fear. In Part 1 I talked about the importance of dealing with fear in sales. Here I’d like […]
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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.