When You Can’t Get No Respect
Some will recall comic Rodney Dangerfield’s catch phrase. Others may remember Aretha Franklin’s iconic spelling, R-E-S-P-E-C-T. When you respect someone, it’s a verb. When you get respect, it’s a noun. Either way, it has positive connotations. But what’s the connection between respecting someone, and receiving respect from them? Is it a chicken-egg thing? Does one cause the other? […]
When Being Trustworthy Isn’t Enough to be Trusted
In sales, you sometimes hear, “They were pursuing an aggressive strategy – aggressively waiting for the phone to ring.” In other words, sometimes you’ve got to take action. Much the same is true of trust. If you want to be trusted, sometimes it’s not enough just to be trustworthy. Sometimes you’ve got to take action. […]
What Sales Winners Do Differently: Q&A with Mike Schultz
For many years now I have been a contributing editor at RainToday.com, the premier online resource for professional services sales and marketing. Besides a ton of articles, books, special programs, and online learning forums, they occasionally do some seriously good sales research. They have just yesterday come out with their latest, a report called What […]
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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.