Charles Green
Trust-Based Selling
Tuesday, September 21, 12:00 noon EDT / 5:00 pm GMT
Rarely are the words “sales” and “trust” used in the same sentence. Why? Buyers are often skeptical, fearing that sellers have only their own interests at heart. Is it ever possible for buyer and seller to trust each other?
The answer, says bestselling business author Charles Green, is yes. In this session, Charles will show how the sales process is a powerful opportunity to create trust and how behaving in a trustworthy manner during the sales process both creates customer trust and enhances the odds of getting the sale. He’ll outline the principles of Trust-based Selling® and discuss how to respond to the Six Toughest Sales Questions.
Charles H. Green is founder and CEO of Trusted Advisor Associates. The acclaimed author of Trust-based Selling and co-author of The Trusted Advisor, he has spoken to, consulted for, and taught seminars about trusted relationships in business for a wide and global range of industries and functions. Centering on the theme of trust in business relationships, Charles works with complex organizations to improve trust in sales, internal trust between organizations, and trusted advisor relationships with external clients and customers.
Charles started his career with the MAC Group and its successor, Gemini Consulting, where his roles included strategy consulting and VP strategic planning. He majored in philosophy at Columbia and earned his MBA at Harvard.
He can be found on the web at Trusted Advisor Associates and his blog, Trust Matters.
