The Prisoner’s Dilemma: Trust & Selling
What is it about selling? It can sometimes leave a bitter aftertaste the mouth – whether you’re the seller or the buyer. Why is that? I think it comes down to a few things – but mainly how we approach the sale and what we bring to the relationship between buyer and seller. You may […]
New Year, New Perspective: The Dos and Don’ts of Trust-Based Networking
To kick off the new year, we thought we’d look back at one of our more popular eBooks: The Dos and Don’ts of Trust-Based Networking. It’s the fifth in the our Trusted Advisor Fieldbook series by Charles H. Green and Andrea P. Howe. Each eBook provides a snapshot of content from The Trusted Advisor Fieldbook, which is […]
A Better New Year’s Resolution
It’s that time of year again – resolutions. We all start to assess how we can improve on the last year. I wrote a pretty good blog post at this time nine years ago, and I haven’t improved on it yet. Here it is again. Happy New Year! —————– My unscientific sampling says many people make […]
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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.