Why B2B Salespeople Love Value Propositions – But Shouldn’t
Selling without emotion doesn’t work; but many B2B salespeople opt for value propositions, because they allow sellers to avoid emotional connection.
Why Value Propositions are Overrated
The usual B2B idea of a value proposition is rooted in economics; but psychology is more relevant.
Random Acts of Kindness
There are very good deeds done, we just don’t often take time to note them.
Talk To Us
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.