TrustedAdvisor Associates Workshops & Events, Fall 2010
Events announcements for Trusted Advisor Associates.
How Much Should Sales Approaches Vary by Industry?
Selling in the professions suffers from a kind of elitism; a conventional sales master has a lot to say to the professions.
A Tale of Two Books: Jill Konrath’s SNAP Selling, and The MBA Oath
Reviews of SNAP Selling, and of The MBA Oath.
Empathy is the Antidote to Resentment
Resentment is emotional poison, taken by oneself, in business as in life. Empathy is the only antidote.
April Carnival of Trust is Up
April Carnival of Trust, Hosted by Skip Anderson
Closing the Book on Closing
Let's not beat around the bush; if you're still a fan of "closing," you're probably not selling well.
The Wrong Elevator Speech: Disaster and Recovery
Worried about your elevator speech? It was nothing like this one, I'll bet.
Dealing with Pricing Objections: Podcast with Charles H. Green on TotalPicture.com
Totalpicture.com podcast asks Charles H. Green what to do when your clients and customers push back on price.
Trust Lessons from a Turkish Rug Dealer
Lessons in trust-based selling from an unusual source, a Turkish rug dealer.
Can You Differentiate Yourself from a Competitor in a Sales Presentation?
Focusing on your competitor dilutes your ability to be client-focused; differentiate by being who you are.