So, You Don’t Have Time To Be a Trusted Advisor?
One of the more frequent comments I get in talking about being a trusted advisor is this: “We’d love to practice all the things you talk about, Charlie, we agree with them all. But, we just don’t have the luxury of the kind of time it takes to get there. There are too many other […]
3 Principles to Positively Measure Sales Training Effectiveness
It’s an article of faith in business that “if you can’t measure it, you can’t manage it.” The alternative phrasing is, “What gets measured gets managed.” Nowhere are those mantras more repeated than in the fields of corporate sales and training. And at the intersection—the field of sales training—it’s beyond an article of faith; it’s […]
In Complex Sales, Time Is on Your Side
What’s the relationship of time to sales? Should we worry that “time’s a wasting?” Or pay more heed to “all good things in due time?” It sounds like a trivial question, but it’s got some far-reaching implications. In late 1964, an English group calling themselves The Rolling Stones got their first U.S. Top 10 record […]
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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.