The Curious Case of Curiosity in Selling
It may be that simple curiosity is the single biggest success factor in sales–if you think about it rightly.
Thanks to All Who Commented in 2008
I want to extend a huge thank you to all readers of this blog. I’d thank you all by name, but of course most of us read most blogs without leaving a trace. Some of you, however, also contribute your own comments, either by email to me or directly on the blogpost. I want to […]
A Better New Year’s Resolution
I wrote a good blog post at this time two years ago, and haven’t improved on it yet. Here it is again. Happy New Year. ——————————————- My unscientific sampling says many people make New Years resolutions, but few follow through. Net result—unhappiness. It doesn’t have to be that way. You could, of course, […]
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.