Inflation Economics: the Tooth Fairy vs. Lemonade Stands
Over the weekend, walking with a few other adults in 75-degree Holliston, Massachusetts, I observed a clear harbinger of spring: a kid’s lemondade stand in a cul de sac. The price: 10 cents per small cup. It wasn’t bad lemonade, either. This led us (naturally) to discuss the resurgance of YouTube videos featuring beat-downs of […]
Closing the Book on Closing
Let’s not beat around the bush; if you’re still a fan of “closing,” you’re probably not selling well.
Apollo 13: A Love Song to Collaboration
“Houston, we have a problem.” Famous words uttered by Jim Lovell in the real Apollo 13 mission, and by Tom Hanks as Lovell in the great movie Apollo 13. The mission, we know, was a ‘successful failure’ in that they didn’t reach the moon, but the three astronauts, Lovell, Swigert and Haise, got home safely. […]
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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.