Is Your Lead Generation System Causing You to Lose Clients?
Much sales literature talks about sales in terms of processes. A key process element is lead screening, or lead qualification. And that process is often described in terms of efficiency. As one CRM article put it: “…the process of lead qualification has been codified into the 8-4-2-1 Rule…for every eight leads that pass preliminary qualification, […]
The Business Case for Trust
Be honest. When you think of growth and profitability, is trust the first thing you think of? I doubt it. The things that often come to mind when we talk about a successful practice are much more likely to sound likesustainable competitive advantage, hardball, you get what you negotiate, be number one or two in […]
The Art of Listening: Establishing Trust without Saying a Thing
Buyer Psychology Ask a client what they want, and they’ll tell you “expertise; credentials; someone who’ll meet my needs.” Ask them what their needs are, and they’ll tell you. But ask really successful salespeople (or honest clients with experience in buying), and they’ll tell you how it really works. Clients only ask for credentials and […]
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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.