Riding the Shark: Vanquishing Fear in Selling. Part 1 of 4
This is the first of a four-part blogpost series. In Part 2, we’ll discuss the 4 types of fear. In Part 3, I’ll go over how to fend off the sharks of fear. And in Part 4, you’ll learn how to shark-proof your market and vanquish fear altogether. There are many ways to think about […]
Why Trust In Our Institutions Is So Low
The headlines, surveys and news stories are everywhere. Trust is down – in world leaders, in legislatures, in financial institutions, doctors, even religious leaders and educators. It is very, very easy to draw one conclusion from all this – that we have a crisis of trustworthiness. Not so fast. That is a half-truth. Trust is […]
Selling to Mr. Spock
Nowhere am I so desperately needed as among a shipload of illogical humans. –Spock in ‘I, Mudd’ Star Trek’s iconic Mr. Spock was half-Vulcan, half-human. It’s the former we first notice in Spock – Vulcans are governed entirely by logic and rationality, unencumbered by emotions. But it’s the latter that takes Spock from caricature to […]
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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.