The Silver Lining in the Recession Cloud: a Shift Toward the Customer
The economy has a silver lining - greater customer focus. Will it last?
Selling Problem Solving by Solving Problems
Selling by doing beats selling by telling any day.
A Contender for Worst Business Advice of 2008
A business blog advises lying to and keeping secrets from your clients. Umm--I don't think so.
Top Ten Ways for Your Business to Deal With a Recession
There are things you can do to proactively build your business in a recession, not just slash and burn to survive.
Why Testimonials Are Over – Rated in Sales
Testimonials sound great, but unless precisely credible to the customer, they can backfire.
Meeting Price Objections from Trust
Approaching price negotiations from trust turns a conflict into a bonding opporrunity.
Misconceptions about Trust-based Selling II: The Time Thing
The second myth about trust is that it costs too much time and takes too long. Neither is true.
Live Webinar on How to Build Trust in Sales Conversations — Thursday, August 21
Charles H. Green will be delivering a live webinar on building trust in sales conversations.
Misconceptions about Trust-based Selling: Naivete
First in a series of three misperceptions of Trust-based Selling is the charge that trusting is naive.
Is Sales Efficiency Killing Your Sales?
Too much of what is written about sales and selling is anti-relationship--and therefore anti-sales performance, despite it's intent to improve sales.