New Sales Book: Willing to Buy
One of the (mixed) blessings of being a published author is that other aspiring authors send you manuscripts to review (with the hope I’ll promote them). I try to respond when possible, but even then I never promise to recommend a book without first reading it; and most of the time, I don’t. But then every […]
How To Become A Trusted Advisor: 5 Surprisingly Common Myths About Trust
A big Trust Matters welcome to Ago Cluytens, whose guest blogpost follows. Ago is not only a sales expert, but also a past buyer of B2B and consultative services–he has worked both sides of the sales street. Ago is also Practice Director EMEA for RainGroup, a highly respected sales training, consulting and research organization. Ago’s comments are based […]
How Not to Write a Rejection Letter
This post was originally published on The Get Real Project. — I got a rejection letter recently from a committee for one of those mega-conferences, letting me know my speaker proposal had not been accepted. The letter was unbelievably polite. And therefore so very painful to read. Here’s what they wrote, and what I wish […]
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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.