Two New Sales Books Reviewed
The field of sales produces a lot of books. Inevitably, a few are better than most. Given my own biases–thoughtfulness and action orientation, I like to believe–here are two new good ones. Making Rain Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation, by RAIN Group co-Presidents Mike Schultz and John Doerr, was just published […]
Sales, Narcissism and Therapists
I recently had some back and forth emails with Richard Osborne. Dick has 30-plus years’ experience as a therapist. His credentials[1] include a PhD in Clinical Psychology from Harvard where he studied under, among others, Chris Argyris. We covered a lot of ground, starting with the idea of narcissism, but ending up talking about sales […]
Let Your Doing Do Your Talking: Five High Impact Tips
It seems only natural. We rehearse, over and over, what we say and how we say it. “Put the em-pha-sis on the right syl-la-ble.” “Po-ta-to, po-tah-to.” “Take my wife—[wait for it…] please.” And so on. What you say and how you say it is indeed critical—especially if you’re a stand-up comic or a keynote speaker. […]
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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.