buying Archives - Trusted Advisor Associates

What Sales Winners Do Differently: Q&A with Mike Schultz

By Charles H. Green April 25, 2013

For many years now I have been a contributing editor at RainToday.com, the premier online resource for professional services sales and marketing. Besides a ton of articles, books, special programs,…

I’m Selling Hammers, You Look Like a Nail

By Charles H. Green April 9, 2013

You know the old line, "If you've got a hammer, everything looks like a nail." It means we tend to see the world through our own frames of reference. It's…

You Can Lead a Horse to Water, but You Can’t Make Him Buy

By Charles H. Green September 17, 2012

The biggest problem in sales? Violating the laws of human nature. Exhibit A: one of those timeless folk-wisdom sayings, "You can lead a horse to water, but you can't make…

Why Saying ‘I Understand’ Is an Act of Arrogance

By Charles H. Green September 22, 2009

The best way to express empathy is not to say you understand them.

Seller’s Remorse in the Marketing Business

By Charles H. Green July 16, 2009

What happens when a seller feels disrespected by the buyer? If you're a good seller, you ask what you did wrong. If not, you blame the victim.

Buying Lessons from a Master Salesman

By Charles H. Green May 11, 2009

Sam knows how people buy; even he buys that way--on trust.

Buy With the Heart, Justify With the Brain

By Charles H. Green February 11, 2008

Most business sales models are overly built on rational, cognitive "brain" notions of how people buy. The heart knows better.