Don’t Be a Social Selling Lemming
You probably have a social media presence. You might even call it a social media strategy. But is it really strategic? Or is it just a lemming strategy—making you look like a thousand other firms rushing headlong together toward a cliff? There’s a chance your social selling strategy may not be very strategic at […]
An Open Letter to Timothy Ryan, PwC’s US Chairman Re: Oscars and Trust
Mr. Ryan, Some days as Chairman must be fun. Others, like the Oscars the other night – not so much. I recognize you, in fact, know a lot about trust. There are probably particular circumstances that make the Oscar boo-boo a unique event. You may also have taken some steps like those I suggest below. […]
Selling from Inside Your Client’s Shoes: Part 2, Execution
I recently wrote about Selling from Inside Your Client’s Shoes. The gist of it was to drill-down into the interior dialogues that we all engage in at the outset of a sales conversation. (The subject is related to what famed sociologist Erving Goffman explored in the 20th century – we are all actors on varying […]
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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.