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. […]
Clients Don’t Buy Solutions, They Buy Problem Definitions
You’re familiar with the old idea that people don’t buy products, they buy solutions – not drill-bits, but holes, in Ted Levitt’s classic formulation. This idea became closely allied with the commonplace view that we should be selling value, and packaging up ‘value propositions.’ But when it comes to complex services, Uncle Ted understated things. The very […]
Talk To Us
Build deeper trust with your clients and colleagues
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.
FIND OUT MORE
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.