How To Become A Trusted Advisor With Charles H. Green

Charles H. Green joins Will on this episode of the Salesman Podcast to talk about trust and it's implications in the world of sales .





Become A Trusted Advisor

The show is kicked off with Charles giving us a definition of what trust is and the importance of understanding leverage it as a tool.

“Rapport is a helpful part of trust, but only a tiny part of it” – Charles H. Green

The show is wrapped up by discussing the power of intent (in a non woo-woo way) and how salespeople can leverage this to increase levels of trust with prospects and close more deals.

Barb and Will also cover –

  • How to build trust with a prospect before you even meet them
  • The levels of trust and what's needed to close a B2B deal
  • Why it's important to be on time
  • The power of intent to build trust



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Guest info:

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

Charles 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. Charles has been a consultant since 1976, and has been with Trusted Advisor Associates since he founded it in 1997.


Show notes:

From Charles blog –
The Limits of Value Propositions
When to Offer a Low Price


Books mentioned:

Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships

Spin Selling

You're Working Too Hard To Make the Sale!: More than 100 Insider Tools to Sell Faster and Easier!


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