The Dark Art of Ghosting in Business
I first became aware of “ghosting” as a concept over a decade ago, when a young friend informed me she had been “Caspered” by a boyfriend. I had to ask her to explain. In case you’re as clueless today as I was at the time, here’s the Urban Dictionary’s definition. Key line: The act of […]
Trust Matters, The Podcast: Can I Trust Digital Marketing for Lead Generation? (Episode 26)
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Podcast: EmbedSubscribe to TrustMatters, The Podcast RSSThis is the newest of Trust Matters, The Podcast. Listeners submit their personal questions about professional relationships, trust, and business situations to our in-house expert Charles H. Green, CEO, Trusted Advisor Associates. A Co-Founder of a small Management Consulting Firm asks, “We need to grow our sales funnel. Can […]
Cutting Edge (Bad) Digital Marketing
Here are two (real) digital communications I recently received. What jumps out at you about the differences between the two? The first: Charles, Not sure if you got a chance to read my last 2 emails but I still wanted to see if what we do is something that you could benefit from. Also as […]
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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.