Perfect Pitch in Sales: 9 Rules
You may know it as the dog and pony show, the beauty contest, the shoot-out. Or you may just call it “the pitch.” The term is especially common in some industries—advertising, executive recruiting, some law firms—but we all know it. We typically think of it as an event – a rather formal presentation by several […]
Competing With Colleagues
Co-opetition. Have you heard the term tossed around? It’s one that I learned earlier on in my career and has always stayed with me. A catchy phrase, to be sure; but how do you do it? — When I wrote The Trusted Advisor with David Maister and Rob Galford, it became reasonably successful within several months. (Amazingly,16 […]
When Others Abuse Your Trust
What happens when someone violates your trust? What should you do? What can you do? What works? — Has your trust ever been violated? Did someone, once upon a time, abuse your trust? Have you ever placed your trust in someone or something, only to discover – painfully – that your trust had been misplaced? […]
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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.