Don’t Hog the Trust
If you’re in an advisory or sales role, you probably strive to be a trusted advisor to your customers. After all, if your customers trust you, tons of things start to go right, and you find yourself in a highly favored situation. But there’s a paradox: if you set out to be relatively favored by your customer – […]
The Perfect Pitch in Sales: 9 Rules
You’ve heard about “the dog and pony show,” the “beauty contest,” or perhaps “the shoot-out.” Maybe you just call it “the pitch.” The term is more common in some industries – advertising, executive recruiting, some law firms – but we’re all familiar with it. Typically it’s thought of as an event – a somewhat formal presentation […]
Was It Something I Said? The Trap of High Self-Orientation
Interesting thing happened this week. Even though I’ve been at this business game for some time now – there are still these little gaps, where I fall victim to a little thing that I like to call the “trap of high self-orientation.” I started to doubt, to question if I had said or done something that […]
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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.