Clinton, Trump and the Trust Equation
Those of you following US presidential politics have been treated to a truly unique process this year. The role of the personal, of perceived character – and trustworthiness in particular – hasn’t been this central in decades. The Trust Equation provides a simple way of articulating the several elements of trustworthiness: Credibility, Reliability, Intimacy and Self-orientation. […]
Beyond the Sales Process: Interview with authors Dave Stein, Steve Andersen
I have known Dave Stein for many years. He’s an expert in the sales field, particularly in evaluating sales training. He has always been a clear and incisive thinker, with opinions as well-grounded in data as they are in thoughtfulness. His new book, with Steve Andersen, is called Beyond the Sales Process: 12 Proven Strategies […]
Selling from Inside Your Client’s Shoes
You know the phrase, “Walk a mile in someone else’s shoes.” It’s short for empathy, understanding them so well you can intuit what it feels like to take a long walk—wearing their footwear, no less. Let’s adapt that idea to selling. What if you could understand your client so well that you could intuit how […]
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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.