What’s So Different about Trust-based Selling?
What’s the purpose of selling? Sounds pretty straightforward, right? Try Googling It – you’ll get “the purpose of selling is to gain revenue,” or “the purpose of sales is to create a customer.” But there’s a problem with viewing sales that way. If you think the purpose of selling is to add to your firm’s […]
When Clients Demand Price Cuts
I first published this post on RainToday a little while back. But this is an evergreen topic – one that keeps coming back up into conversation. Especially when people ask me for sales advice. What holds most of us back when a client or a potential client demands a price cut is the fear of […]
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), […]
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.