closing Archives - Trusted Advisor Associates

Trust Matters, The Podcast: Why Won’t My Client Say ‘YES’? (Episode 2)

By Charles H. Green July 3, 2018

[av_textblock size='' font_color='' color='' av-medium-font-size='' av-small-font-size='' av-mini-font-size='' av_uid='av-iq141s' admin_preview_bg=''] This is Episode 2 of Trust Matters, The Podcast! Listeners submit their personal questions about professional relationships, trust, and business situations…

Traveling Salesman Meets Prisoner’s Dilemma

By Charles H. Green June 3, 2015

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…

Half of What You’ve Learned About Sales is Wrong

By Charles H. Green April 15, 2013

Maybe you've heard the old line, "Half of advertising dollars are wasted – you just don't know which half." Something like that is true in sales – except that you've got…

Warning: Don’t Read This Blogpost

By Charles H. Green November 14, 2012

Well, well. You saw the title, right? And yet here you are, reading this blogpost. Worse yet – you're probably here reading this blogpost because you saw the title warning…

Why People Take Your Advice – Or Don’t: Webinar

By Charles H. Green August 8, 2012

Your client asks you for advice. You know the answer. Further – let's assume you're absolutely right. You give your client the answer. And then – your client doesn't take your…

Tell Your Customers Why They Don’t Need You

By Charles H. Green January 5, 2011

You probably want your customers to trust you. And you probably tell them the truth about why they should buy from you. You might think that’s enough for them to…

Closing the Book on Closing

By Charles H. Green April 5, 2010

Let's not beat around the bush; if you're still a fan of "closing," you're probably not selling well.

Does Closing Kill Sales?

By Charles H. Green March 9, 2009

Always be closing? Or never? The 'nevers' have a good case, made by Jill Konrath.

Can You Tell the Truth About Being Self Interested?

By Charles H. Green July 9, 2008

Is there a contradiction between customer focus and serving our own self-interest? Not if you look at the right timeframe.

Trust Based Selling in the Real World Case Study Number 42

By Charles H. Green March 26, 2008

Sometimes what looks like taking a risk is the safest thing to do in sales.