Pain, Brain, or Reframe: How Do Buyers Really Buy?
Sometimes when it comes to sales, we approach it as if there were some specific model or equation to follow in order to result in closed business. A + B must equal C. So, many of us tend to look for this equation over and over again. If we didn’t get it right – it […]
The Comp System Made Me Do It (Be a Low Trust Advisor)
It happened again the other day. A (fairly articulate) participant in one of my workshops said: Charlie, you don’t understand our system. We can’t do the trust stuff you suggest when the incentive system is set up the way it is. We get paid on the basis of the transactions we bring in and close; […]
Fear and Forgiveness
This week our very own Lisa McArthur tackles the weight of fear and the weightlessness of forgiveness. —- Reading the story of Dean Otto this week, it’s hard not to reflect on the power of forgiveness. For those not familiar with his story, Dean was seriously injured when struck by a truck while riding his bike last […]
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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.