Sample Selling Without Giving Away the Store
“I know you recommend sample selling for intangible services, Charlie,” the caller said, “but I have to tell you, I think that’s naïve.” “I followed your advice,” he continued, “I gave them a great idea; but I didn’t get the deal. Worse, they stole my idea; now they’re making it a practice area. You can’t […]
Upcoming Events and Appearances: Trusted Advisor Associates
Join us at one or more upcoming Trusted Advisor Associates events. This Spring, we’ll be hosting and participating in events in New York, NY; Fargo, ND and through globally accessed webinars. Also, a word about the Trusted Advisor Mastery Program. ———————————————— Tues. Mar. 15th New York, NY Charles H. Green Charlie will be speaking in […]
Empty Calorie Social Networking
I’m an enthusiastic user of many social media. I welcome interaction on Twitter (@charleshgreen), for example. In many ways, online networking is sort of the first derivative of the old, face-to-face type—faster, shallower, but broader and more far-reaching, and with essentially the same objective. Still, there are some differences. In ‘real’ (i.e. analog) life, socializing […]
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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.