Trust Tip Video: The Single Biggest Sin in Sales
A lot of things can go wrong in sales – and often do. But there’s probably one thing that stands over all the other as the Ur-error of selling. This particular error is baked so deep into our behavior that you might call it the “original sin” of selling. In this week’s Trust Tip video, […]
Announcing eConsulting and eCoaching
Starting today, I am offering a direct consulting/coaching service – one-on-one with me personally, via email – to a limited number of people. Read more about the program at trustedadvisor.com/econsulting All the detail is contained at trustedavisor.com/econsulting, but here are a few FAQs: FAQs Q. How does it work? A. Up to one email interchange […]
Awarding Sales
A few weeks ago, I was included on a list as a Top 50 Sales & Marketing Influencer for 2012. I appreciate that. I’m going to put it on our website’s front page for a little while, and I want to thank the good people at TopSalesWorld.com who put together the list. I also want […]
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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.