Dealing with Pricing Objections: Podcast with Charles H. Green on TotalPicture.com
Totalpicture.com podcast asks Charles H. Green what to do when your clients and customers push back on price.
Innovation: The Critical Link to Trust
You know how sometimes you hear a theme every once in a while, and you don’t make much of it? But then you hear it five times in a week, and suddenly you say whoah, something’s going on here! That’s how it is for me with trust and innovation. I have now seen enough about their connection […]
Metrics: Overmeasuring Our Way to Management
Contrary to the popular saying the ability to manage is not dependent on the ability to measure. There can be a such thing as too much measurement.
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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.