The Crisis of Confidence in Selling: Dialogue with Ago Cluytens and Charlie Green
(This post is written jointly with Ago Cluytens, and will appear jointly on both our sites.) Ago: Recently, Charles H Green (I get to call him Charlie) and I had a heart-to-heart about three seismic shifts that are completely changing the way buyers and sellers relate. Even though we live on different continents and have […]
Would Manti Te’o Trust Lance Armstrong?
King Kong vs. Godzilla. The immeasurable force and the immoveable object. The mountain and Muhammed. To these historic pairings, add Manti Te’o and Lance Armstrong, in the roles of trustor and trustee respectively. (For those outside the US, Te’o is a college football player whose girlfriend tragically died – and was then revealed to be a hoax, who never […]
Brutal Honesty Isn’t
Oh it’s brutal, all right. But it’s not honest. Real honesty is empathetic. Here’s how. I suppose you could be honest in a vacuum – but who cares? Was Robinson Crusoe honest? Until Friday came along, that was just a silly question. You can’t be usefully honest, except in relation to or with someone. Honesty Implies […]
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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.