And the Winner Is Low Price. Wait – No…
It’s a time-honored business strategy – low prices. Michael Porter codified Low Price as one of three generic competitive strategies, but it’s not like it wasn’t already commonsense in every business culture. Still, it’s remarkable to see the over-reliance on this particular strategy in our “modern” times. Which leads me to ask: Just what is […]
DON’T Always Exceed Expectations
Like most people, I enjoy a good positive surprise. Whether that’s something as simple as getting an unexpected discount at the grocery store, snagging a last-minute table at a popular restaurant, or being surprised by having the driver in front of me pay for my toll – it’s all good. But when it comes to business […]
If Selling Is Too Hard, You’re Doing It Wrong
Salespeople are frequently fixated on athletic metaphors. Try these two: No pain, no gain The harder you try to hit the ball, the worse you do. So – which is it? Effort – or form? Grit – or ease? Many fine sales authors will tell you that an essential ingredient in selling—perhaps the essential ingredient—is effort. […]
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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.