Meeting Price Objections from Trust
Approaching price negotiations from trust turns a conflict into a bonding opporrunity.
Call for Submissions: October Carnival of Trust
The October Carnival of Trust will appear Monday, October 6. The deadline to contribute is tomorrow, October 2, at the stroke of midnight—not a moment later. To those of you reading this blog from the Sales Sandbox on The Customer Collective, let me explain. The Carnival of Trust is a selection of […]
What Happens in the Global Financial Crisis Stays in the Globe
What’s the global financial crisis got to do with a fluff Hollywood summer date movie? A lot, it turns out. In “What Happens in Vegas” Cameron Diaz and Ashton Kutcher separately go to Vegas on a whim, party hearty, and wake up together—to their mutual chagrin—married. Then they hit a slots jackpot. Problem: how to […]
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.
FIND OUT MORE
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.