Giving Prospects the Confidence to Hire You
When it comes to selling – many of us focus on our fears. “Will they buy?” “Are my services priced right?” “What are they looking for?” “Will they go with me?” These questions inevitably lead to a dance that involves both buyer and seller, a delicate tip-toeing around the heart of the matter. We try to […]
Four Principles of Organizational Trust: How to Make Your Company Trustworthy
Here’s a “Golden Oldie” post from 2011. Has anything changed in the passage of five years? —————————————– Trust, in case you hadn’t noticed, has gotten “hot” lately. But much of it sounds very vague—soft, fluffy, nice-to-have, the buzzword du jour. I’d like to do my part to make it real. To me, that means breaking it down […]
The Purpose Of Sales
Do you hate selling? Do you distrust salespeople? Do you find the whole concept, premise and purpose of sales to be somehow distasteful? You are far from alone. Even the dictionary is loaded with secondary and tertiary meanings of “sales” that suggest selling is considered manipulative, conniving, even morally offensive. This revulsion toward sales isn’t […]
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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.