Traveling Salesman Meets Prisoner’s Dilemma
You may know “The Prisoner’s Dilemma.” In game theory, it is a classic conundrum. As Wikipedia states, it “demonstrates why two people might not cooperate even if it is in both their best interests to do so.” It turns out that the solution to The Prisoner’s Dilemma is also the solution to a great many […]
Lowering Your Price: When to Drop It, and How
Few things in business so dramatically affect customer perception as how you handle pricing – particularly when and how you offer discounts. People may evaluate your products or your service by averaging out multiple experiences. But drop your price just once – and see how hard it is to recover. For one large-scale example, recall Bill […]
That’s Not a CSF – That’s Just a KPI!
I had a conversation with BigCo., Inc. They want their B2B salespeople to become trusted advisors. They felt (correctly) that greater trust levels with their customers would result in greater intra-customer market share, and greater profitability. And they’re right. But then they described their implementation plan. It consisted of breaking down the objectives into finer and finer […]
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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.