Most sales folk intuitively agree that being trusted by the buyer is a powerful asset.
Being a ’trusted advisor’ sounds even more impactful.
But what does that really mean? How do you actually do it? Can you learn to be more trusted, or do you have to be born with it?
Charles H. Green has been answering those questions for 20 years, across three books, and hundreds of clients, with precision and commonsense.
In special webcast, he’ll discuss the following with IES cofounder Fred Diamond:
• The importance of getting your goals right
• Trust and talking price
• Creating trust in emails and pre-meeting interactions
• The One Biggest Cause of failed trust in sales
• Creating trust-based sales presentations
• Trust-based prospecting and lead-gen
• Handling difficult conversations and trust recovery
ABOUT CHARLES GREEN
Charles H. Green is an author, speaker and world expert on trust-based relationships and sales in complex businesses. Founder and CEO of Trusted Advisor Associates, he is author of Trust-based Selling, and co-author of The Trusted Advisor and the Trusted Advisor Fieldbook. He has worked with a wide range of industries and functions globally.
Charles works with complex organizations to improve trust in sales, internal trust between organizations, and trusted advisor relationships with external clients and customers.
Charles spent 20 years in management consulting. He majored in philosophy (Columbia), and has an MBA (Harvard).
A widely sought-after speaker, he has published articles in Harvard Business Review, Directorship Magazine, Management Consulting News, CPA Journal, American Lawyer, Investments and Wealth Monitor, and Commercial Lending Review.