Category Archives: reading

Adding Trust to the Sale

I just picked up a copy of Trust-Based Selling, by Charles H. Green based on my recent discovery of the Trusted Advisor Blog.

I think this a crucial topic in selling that is amazingly rarely discussed. Instead we often focus on building rapport and psychological tricks to simulate a low emotional trust relationship.

I will post a review when I finish, but about 100 pages in I already like his approach. It has academic depth and is well-supported with analysis and case studies, not your typical feel-good, go get’em tiger sales book.