The Twelve Steps of Business Relationships
Twelve-step programs are commonly known as ‘recovery’ programs – a structured approach to getting out of a problem situation. But what if you turned that perspective on its head? What if you saw a program – particularly one with twelve steps – as something to advance you from an already-good situation to an even better, new […]
Escaping the Grinding Wheels of Sales
The plaintive question suddenly took me back a few decades. I remember feeling exactly as the person described it: What am I supposed to do? On the one hand, I genuinely want to do right by my client. At the same time, my firm is depending on me to drive revenue there. They’re not asking […]
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 […]
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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.