Caution: Sales Experts May be Hazardous to Your Sales
Neil Rackham’s classic SPIN Selling book is famous for many reasons – the depth of research, his clarity of thinking, the deeply commonsensical conclusions he draws. It’s a great book, and deserves all the acclaim it’s gotten over the years. Yet I’ve always been amused and delighted by a small item he mentions almost in […]
Seduced by Sales Models: It’s Not the Club It’s the Golfer
Have a look from the 30,000 foot level at all the sales models on parade. Spread out below you, reaching to the horizon, you’ll find venerable models like Consultative Selling, Solutions Selling, SPIN Selling, Customer-focused Selling, High Probability Selling, Customer-Centric Selling, Fearless Selling, Provocative Selling, Action Selling, Challenger Selling, and so forth. Looking over this […]
Bloggers’ Top 10 Annoying Spelling Errors: Spellcheck Won’t Save You
You may be uneducated – but you needn’t advertise the fact. Of course, we all understand typos – though the sight of them uncorrected on a blogpost suggests serious amateurism. But what’s worse is a spelling error that is more than a spelling error – that belies a failure to understand the difference between two very different […]
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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.