Wants or Needs? Dylan and the Stones on Sales
If you’re in sales or business development, you’ve probably heard the distinction between wants and needs. What’s the difference? And what’s the role of each to someone buying? I checked with the well-known sales consulting firm of Jagger, Richards & Dylan. You Can’t Always Get What You Want Never mind Maslow’s hierarchy of needs, let’s […]
The Evolution of Trust-based Leadership
In 2000, I co-wrote The Trusted Advisor, with David Maister and Rob Galford. At the time, it was aimed largely at external professional services advisors. The word “leadership” appeared exactly once in the book (I checked). This month, Andrea Howe and I published The Trusted Advisor Fieldbook. The subtitle is, “A Comprehensive Toolkit for Leading […]
Dueling Book Reviews: Chris Brogan and Charlie Green Interview Each Other
Andrea Howe and I, as you know, are celebrating this month’s publication of The Trusted Advisor Fieldbook. As it happens, friend-in-trust, Chris Brogan has a book coming out very soon as well–Google+ for Business: How Google’s Social Network Changes Everything. Like peanut butter goes with jelly, it was obvious we had to interview each other. I do the […]
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Build deeper trust with your clients and colleagues
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.