Handling Sales Rejection Without Becoming a Narcissist
It’s one of the hardest parts of selling—that knife edge space where company revenue stream meets interior personal psychology. It is business, and it is personal. Most solutions share one problem; they are narcissistic, leading the salesperson to believe it’s all about them. But it’s not all about you. And the sooner you build that […]
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 […]
Who Are the Ultimate Trusted Advisors?
What profession do you think has the most ultimate trusted advisors per capita? Consultants? Doctors? Financial planners? I now know where my vote goes. PICU nurses. A Child in Intensive Care I spent the first ten days of 2011 coming from and going to the Pediatric Intensive Care Unit (PICU). Our six-year old niece “Abigail” […]
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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.