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Episode #174: The Trusted Sales Advisor with Charles Green

In This Episode of The Buyer’s Mind with Jeff Shore:

Charles Green, author of The Trusted Advisor, talks with Jeff about the importance of trust in sales.  Customers come in with their notions of what a salesperson is and it’s not usually a trusted advisor.  Learn how to make that bridge to your customer and earn their trust.

Topics we’re going to cover on today’s podcast:

[1:14] When is the first time you heard the term trusted advisor

[2:24] The trusted advisor – Charles Green

[6:42] What is the story of trusted advisor

[13:21] Addressing our customer’s skepticism

[19:32] Trusted Advisor vs The Sale at All Costs

[24:32] You’re not going to earn trust by playing is safe


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More about our guest Charles Green:

As founder and CEO of Trusted Advisor Associates, Charles is passionate about crafting insights and ideas in ways that are memorable, and that allow people to change, beginning right now.

He specializes in commercial relationships where people in one organization get paid to persuade other people, within or outside their own organization. That includes sales, and it includes advice giving, both internal and external.

He has an MBA from Harvard and an undergraduate degree in Philosophy from Columbia (He also drove a NYC taxi part-time in college). He has been a consultant since 1976, and has been with Trusted Advisor Associates since he founded it in 1997.He has worked for about a hundred diverse clients over my career.

 

Links from today’s podcast:

Homebridge Financial

Trusted Advisor 

Follow-Up and Close the Sale

The Trusted Advisor

Price: $11.19

251 used & new available from $1.40

FREE TOOL
FOR SALES PROS

Are you floating in the GOOD ENOUGH Zone™ or stuck in the SHUTDOWN Zone™?

from Jeff’s new book, Follow Up and Close the Sale

The Follow-up Resistance Scorecard™ will help you to assess those areas where Resistance presents a stumbling block to your sales success.

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About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.