The Dirty Little Secret about Subject Matter Expertise in Sales
It may be the dirtiest little secret in professional sales. The lie we all love to tell ourselves. The truth we just hate to face up to. What secret/lie/truth is that? The myth of the subject matter expert as key to sales success. Sources of Mythology about Subject Matter Experts There is no shortage of […]
Trust Between Seller and Client Must Be Mutual
Would you like your clients to trust you? Presumably you would. And in order to trust you, they must feel that trusting you is a low-risk proposition. They must feel you are trustworthy. Most firms get that. So, most firms go about trying to appear trustworthy. (The better ones, of course, actually try to be […]
Are Your Clients Lying to You?
Have you ever had that sinking feeling that your client—or your hopefully prospective client—is being less than honest with you? Maybe they haven’t returned that call. The last three email exchanges have been one-way. They haven’t mentioned that meeting they were so eager about just last month. They’re talking constrained budgets. Is it possible your […]
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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.