Trusted Advisor Associates

Tuesday, January 6, 2009

The articles to the right have been written over the years. They are available in both .pdf and html format. You may use them any way you like, as long as you indicate the author (Charles H. Green), copyright (same), and contact (email or phone). You can also view the site's content according to three primary categories:

Charles H. Green

Articles

title	date

The Point of Listening is Not What You Hear, but the Listening Itself	2008
Does Your Customer Trust You? The Acid Test	2007
Write Your Next Proposal Sitting Next to the Client	2007
My Client Is a Jerk: Three Keys to Transforming Relationships Gone Wrong	2007
Don't Handle Objections Like Snakes	2007
Trust in Business: The Core Concepts	2007
Friends, Motives and Profits: Avoid Fear-based Selling	2007
When Clients Don't Buy What a CPA Firm is Selling	2007
Truth, Lies and Unicorns	2007
Don't Let Lead Screening Hurt Your Marketing	2007
Stop Trying to Close the Sale	2006
Sustaining Client Relationships: Commercial Lender As Trusted Advisor	2006
Are You Client-Focused, Or A Client Vulture?	2006
Why Your Sales Process Matters Less Than The Psychology Of Selling	2006
Don’t Treat Clients Like Competitors! The Four Principles Of Trust-Based Selling	2006
Create Trust, Gain a Client	2006
The Business Case For Trust	2006
Metrics and Trust	2005
Scandals and the Backlash Against Trust	2004
Profitability in Professional Services	2004
Build Trust Into Your Selling	2004
Trust-Based Negotiation	2003
Competing With Your Customers: Where Strategy Goes Wrong	2003
Differentiation Through Selling, Not Branding	2003
When Clients Demand Price Cuts	2003
Dealing With RFPs, Purchasing Agents, and Other Formal Buying Processes	2003
The Relationship is the Customer	2003
What Should Enron Have Taught Us?	2002
The Death of Corporations	2002
Leadership, Trust and Intangible Services	2002
Do Clients Buy the Law Firm, or the Lawyer?	2002
Clients, Values and Guiding Principles	2002
Client Satisfaction Surveys: Yea or Nay?	2002
Features, Benefits and Trust	2002
Selling by Doing, not Selling by Telling	2002
What Buyers Really want	2002
HR Leaders as Trusted Business Advisors	2001
Selling Professional Services	2001
Conducting the Sales Conversation:	2001
Ten Myths About Selling Intangible Services	2001