Stop Worrying About Closing the Sale
You’ve heard the admonition “Always Be Closing.” Should you worry about it? For some of you, the answer may be ‘yes.’ But for many more – fuggedaboutit. Here’s the truth: in some businesses, “closing” is a relevant art. Those businesses are typically highly transactional in nature (e.g. car sales), discretionary and small ticket price (cosmetics), […]
My Client Is a Jerk
Ever had a difficult client? I don’t mean the client from hell, I just mean garden-variety difficult. Difficult clients come in lots of different flavors. There’s the client who will not take the time up front to share critical information, explore ideas, or otherwise involve you in the early stages of a project. There’s the […]
Buddhist Capitalism vs Competitive Selling: the Power of Trust and Collaboration
When you think of capitalism, you probably think of competition as a central, driving force. We have enshrined the value of competition in our antitrust laws. We view competition between providers as a way to increase innovation and reduce costs; in today’s parlance, competition is what yields creative disruption. Adam Smith is frequently (and somewhat inaccurately) […]
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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.