Trusted Advisor Associates

Displaying 1-14 of 14 results

  • White Papers // Apr 2010

    Friends, Motives And Profits: Avoid Fear-based Selling

    Imagine that your best friend in the world needs your help. Your friend needs to buy some of the service that you sell. And - knowing that you are an expert in this area and that they can trust you - they have sought you out. "I want you to...

    Provided By Trusted Advisor Associates

  • White Papers // Mar 2010

    Your Competitor Is Your Customer Is Your Partner

    Our beliefs drive our actions. Too often, our beliefs harden and persist long after they're no longer in sync with the world, driving behaviors that are no longer appropriate. An example of the potential danger posed by old beliefs lies in business's response to such trends as globalization, outsourcing, social...

    Provided By Trusted Advisor Associates

  • White Papers // Feb 2010

    Metrics: Overmeasuring Our Way To Management

    Business has caught a terrible case of the measurement flu. Companies seem more focused on performance indicators than on the actual health of what they are trying to measure. Beyond this confusion of measurement, there are side effects: depersonalization, a decrease in trust, and a false sense that costs and...

    Provided By Trusted Advisor Associates

  • White Papers // Jan 2010

    Trust-Based Negotiation

    Most firms want to be trusted advisors. They also want to negotiate better customer deals. In their hearts, they feel those goals are in conflict. So they try not to think about it - and end up negotiating poor deals and destroying trust in the process. Some bargain. It doesn't...

    Provided By Trusted Advisor Associates

  • White Papers // Jan 2010

    When Customer Focus Becomes Predatory

    Customer focus is a good thing. all know that. Give the customer what they want, sell based on needs, not products, and offer benefits, not features. Baseball and apple pie are good, too. Yawn. But wait. Is it possible that you can be too customer-focused? Yes, it's possible, and I'm...

    Provided By Trusted Advisor Associates

  • White Papers // Jan 2010

    Ten Myths About Selling Intangible Services

    The biggest difference between selling "Things" and intangible services is the pivotal role of trust. Sellers of intangible services intuitively know this, but think that "Selling" is destructive of trust. Many intangible services providers feel that selling is even unprofessional and unethical. All this angst and low performance comes about...

    Provided By Trusted Advisor Associates

  • White Papers // Jan 2010

    Conducting The Sales Conversation

    People in intangible services businesses 1 often don't like being seen as salespeople; and they especially don't like seeing themselves as salespeople. At the heart of their discomfort is the face-to-face sales conversation itself, which many professionals feel is somehow unprofessional and unethical. They want to be trusted, and they...

    Provided By Trusted Advisor Associates

  • White Papers // Dec 2009

    Selling From Principle

    It's tempting to respond to complexity with more complexity: throw more time management tools at it, break it down into pieces and manage the processes, use more CRM. The other approach is to respond to complexity with less complexity: move "upstream" and deal with general principles that can be interpreted...

    Provided By Trusted Advisor Associates

  • White Papers // Dec 2009

    What To Say When The Client Says Your Price Is Too

    Your words have to work for you; using authors words may or may not do the trick. Which means, you need to be very clear about the intent behind this conversation? The intent is to treat price concerns like any other objective piece of information: one can explore its meaning...

    Provided By Trusted Advisor Associates

  • White Papers // Nov 2009

    Stop Trying To Close And Enjoy The Ride

    One of the most common subjects in sales is closing. How does one close the sale? How does one get the customer to sign on the bottom line? There are dozens of techniques, but nearly all of them boil down to a simple idea: that the objective is to get...

    Provided By Trusted Advisor Associates

  • White Papers // Nov 2009

    The Only Two Screening Decisions You Have To Make

    Much sales literature talks about sales in terms of processes. A key process element is lead screening, or lead qualification. And that process is often described in terms of efficiency. As one CRM article put it: ...the process of lead qualification has been codified into the 8-4- 2-1 Rule...for every...

    Provided By Trusted Advisor Associates

  • White Papers // Jul 2009

    The Paradox Of Selling

    One obvious purpose of selling is to persuade buyers to buy what you are selling. Most people have no trouble agreeing to that proposition. And yet - the harder one tries to get people to do what they want them to do, the more likely they are to push back,...

    Provided By Trusted Advisor Associates

  • White Papers // Jun 2009

    Discounting, Price, Value and Psychology

    The truth is that price is a proxy for several different fundamental buyer concerns. It has no meaning inherently. Price per se is a clearing factor, the point at which money exchanged balances with the various benefits received. And this balancing point is not just "Value" as most firms mean...

    Provided By Trusted Advisor Associates

  • White Papers // Jun 2009

    Client Focus Right Vs. Client Focus Lite

    Do you remember the TV ad that showed a young man proposing to his beloved - by use of a PowerPoint slide deck extolling his virtues? Did you ever work for someone who asked his (rarely her) secretary to remind him of his wife's favorite flowers, and the occasions on...

    Provided By Trusted Advisor Associates

  • White Papers // Jun 2009

    Client Focus Right Vs. Client Focus Lite

    Do you remember the TV ad that showed a young man proposing to his beloved - by use of a PowerPoint slide deck extolling his virtues? Did you ever work for someone who asked his (rarely her) secretary to remind him of his wife's favorite flowers, and the occasions on...

    Provided By Trusted Advisor Associates

  • White Papers // Mar 2010

    Your Competitor Is Your Customer Is Your Partner

    Our beliefs drive our actions. Too often, our beliefs harden and persist long after they're no longer in sync with the world, driving behaviors that are no longer appropriate. An example of the potential danger posed by old beliefs lies in business's response to such trends as globalization, outsourcing, social...

    Provided By Trusted Advisor Associates

  • White Papers // Jan 2010

    When Customer Focus Becomes Predatory

    Customer focus is a good thing. all know that. Give the customer what they want, sell based on needs, not products, and offer benefits, not features. Baseball and apple pie are good, too. Yawn. But wait. Is it possible that you can be too customer-focused? Yes, it's possible, and I'm...

    Provided By Trusted Advisor Associates

  • White Papers // Jun 2009

    Discounting, Price, Value and Psychology

    The truth is that price is a proxy for several different fundamental buyer concerns. It has no meaning inherently. Price per se is a clearing factor, the point at which money exchanged balances with the various benefits received. And this balancing point is not just "Value" as most firms mean...

    Provided By Trusted Advisor Associates

  • White Papers // Nov 2009

    Stop Trying To Close And Enjoy The Ride

    One of the most common subjects in sales is closing. How does one close the sale? How does one get the customer to sign on the bottom line? There are dozens of techniques, but nearly all of them boil down to a simple idea: that the objective is to get...

    Provided By Trusted Advisor Associates

  • White Papers // Dec 2009

    Selling From Principle

    It's tempting to respond to complexity with more complexity: throw more time management tools at it, break it down into pieces and manage the processes, use more CRM. The other approach is to respond to complexity with less complexity: move "upstream" and deal with general principles that can be interpreted...

    Provided By Trusted Advisor Associates

  • White Papers // Jan 2010

    Ten Myths About Selling Intangible Services

    The biggest difference between selling "Things" and intangible services is the pivotal role of trust. Sellers of intangible services intuitively know this, but think that "Selling" is destructive of trust. Many intangible services providers feel that selling is even unprofessional and unethical. All this angst and low performance comes about...

    Provided By Trusted Advisor Associates

  • White Papers // Jan 2010

    Trust-Based Negotiation

    Most firms want to be trusted advisors. They also want to negotiate better customer deals. In their hearts, they feel those goals are in conflict. So they try not to think about it - and end up negotiating poor deals and destroying trust in the process. Some bargain. It doesn't...

    Provided By Trusted Advisor Associates

  • White Papers // Feb 2010

    Metrics: Overmeasuring Our Way To Management

    Business has caught a terrible case of the measurement flu. Companies seem more focused on performance indicators than on the actual health of what they are trying to measure. Beyond this confusion of measurement, there are side effects: depersonalization, a decrease in trust, and a false sense that costs and...

    Provided By Trusted Advisor Associates

  • White Papers // Jan 2010

    Conducting The Sales Conversation

    People in intangible services businesses 1 often don't like being seen as salespeople; and they especially don't like seeing themselves as salespeople. At the heart of their discomfort is the face-to-face sales conversation itself, which many professionals feel is somehow unprofessional and unethical. They want to be trusted, and they...

    Provided By Trusted Advisor Associates

  • White Papers // Apr 2010

    Friends, Motives And Profits: Avoid Fear-based Selling

    Imagine that your best friend in the world needs your help. Your friend needs to buy some of the service that you sell. And - knowing that you are an expert in this area and that they can trust you - they have sought you out. "I want you to...

    Provided By Trusted Advisor Associates

  • White Papers // Nov 2009

    The Only Two Screening Decisions You Have To Make

    Much sales literature talks about sales in terms of processes. A key process element is lead screening, or lead qualification. And that process is often described in terms of efficiency. As one CRM article put it: ...the process of lead qualification has been codified into the 8-4- 2-1 Rule...for every...

    Provided By Trusted Advisor Associates

  • White Papers // Jul 2009

    The Paradox Of Selling

    One obvious purpose of selling is to persuade buyers to buy what you are selling. Most people have no trouble agreeing to that proposition. And yet - the harder one tries to get people to do what they want them to do, the more likely they are to push back,...

    Provided By Trusted Advisor Associates

  • White Papers // Dec 2009

    What To Say When The Client Says Your Price Is Too

    Your words have to work for you; using authors words may or may not do the trick. Which means, you need to be very clear about the intent behind this conversation? The intent is to treat price concerns like any other objective piece of information: one can explore its meaning...

    Provided By Trusted Advisor Associates