Handling Sales Rejection Without Becoming a Narcissist
You know the age old saying, “It’s not personal, it’s business.” We’ve all heard it countless times, in office settings and in the movies. It may be something you try to tell yourself after a deal you worked for so hard for goes sour – yet you still have trouble believing it. Yet, with all […]
A Better New Year’s Resolution
Eleven years have passed since I first wrote the following thoughts on New Years resolutions. Frankly, it was good. And frankly I haven’t been able to write a better one. Next year, maybe. So, apologies to those who have read it year after year—though I suspect some of you won’t mind. Happy New Year. ——————————————- […]
An Interview with Andy Paul
Andy Paul is an old friend, and a true expert in the field of sales. His books include Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales, and Amp Up Your Sales: Powerful Strategies that Move Customers to Make Fast, Favorable Decisions. As you can see by the title, one of his subjects is […]
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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.