The Problem With Lying
We learned in grade school not to lie (probably just a bit after we’d already learned how to lie – sometimes you have to know a vice before you can see the virtue that counteracts it). But even if we learned it – the lesson didn’t seem to stick. (Check daily newspaper headlines). As we […]
The Limits of Value Propositions
In B2B sales, having a clearly developed and clearly stated value proposition is unquestionably important. This is especially true for large, complex, or intangible offerings. In fact, some experts go so far as to suggest a value proposition is the key component of successful sales. And most would say that a value proposition is at […]
When to Offer a Low Price
Last week, we talked a bit about pricing low to get the sale – and how that is not always the best option. But when is it okay to offer a low or lower price? There’s always an exception (or two) to every rule out there. So, if you want to know a bit more on when […]
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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.