Charles H. Green
Auteur van The Trusted Advisor
Over de Auteur
Charles H. Green is a vice president with Sunrise Bank
Werken van Charles H. Green
Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships (2005) 27 exemplaren
The SBA Loan Book: The Complete Guide to Getting Financial Help Through the Small Business Administration (2011) 6 exemplaren
Trust-Based Selling, 4-cd set: Using Customer Focus and Collaboration to Build Long-Term Relationships (2007) 4 exemplaren
Streetwise Financing the Small Business: Raise Money for Your Business at Any Stage of Growth (Adams Streetwise Series) (2003) 3 exemplaren
Get Financing Now: How to Navigate Through Bankers, Investors, and Alternative Sources for the Capital Your Business… (2011) 3 exemplaren
Differentiation Through Selling, Not Branding 1 exemplaar
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For anyone who works in Professional Services, when the relationship is the only differentiator, this is a must read. Every year.
The definition of trust is not clearly defined, weakening the writing effort. Still worth reading.
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The gist:
1. Put the client’s interests/goals first. This is not an option; it is the only one.
2. Don’t listen to react. Listen to listen.
3. Everyone needs to be on the same page. You and the client should know and agree on what you’re expected to do.
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The Quick Guide to Being a Trusted Advisor:
1. Listen to everything
2. Empathize (for real)
3. Note what they’re feeling
4. Build that shared agenda
5. Take a point of view
6. Take a personal risk
7. Ask about a related area
8. Ask great questions
9. Give away ideas
10. Return calls unbelievably fast
11. Relax your mind