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.
