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About Charles H. Green
I'm co-author of The Trusted Advisor and The Trusted Advisor Fieldbook, and author of Trust-based Selling.
I'm founder and CEO of Trusted Advisor Associates: we help professionals become trusted advisors to their clients, and help organizations create trustworthy leaders and teams.
I grew up in the US Midwest, drove a NY taxi and got a philosophy degree in college, then an MBA at Harvard. I spent 20 years in general management consulting, first with The MAC Group, later with Gemini Consulting. In 1995, I left to start my own firm, and began focusing entirely on trusted relationships in business.
I have lived in Europe (based in Barcelona for a year) and the US (grew up in the midwest but have been an Easterner for quite a while now).
I've got two grown great kids and Sammy the Dog; we live in West Orange, NJ, and spend a lot of time in NYC. I used to play pedal steel guitar, but gave it up when I realized how long it would take just to get back to how good I used to be, which wasn't as great as I wanted to be. Still enjoy chick'n pick'n my Strat and Les Paul though.
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In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one's discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. To demonstrate the paramount importance of trust, the authors use anecdotes, experiences, and examples -- successes and mistakes, their own and others' -- to great effect. The result is an immensely readable book that will be welcomed by the inexperienced advisor and the most seasoned expert alike.
In this hands-on successor to the popular book The Trusted Advisor, you'll find answers to pervasive questions about trust and leadership—such as how to develop business with trust, nurture trust-based relationships, build and run a trustworthy organization, and develop your trust skill set. This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters. The authors speak in concrete terms about how to dramatically improve your results in sales, relationship management, and organizational performance.
Your success as a leader will always be based on the degree to which you are trusted by your stakeholders. Each chapter offers specific ways to train your thinking and your habits in order to earn the trust that is necessary to be influential, successful, and known as someone who makes a difference.
- Self-administered worksheets and coaching questions provide immediate insights into your current business challenges
- Real-life examples demonstrate proven ways to "walk the talk"
- Action plans bridge the gap between insights and outcomes
Put the knowledge and practices in this fieldbook to work, and you'll be someone who earns trust quickly, consistently, and sustainably—in business and in life.
Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer’s trust.
Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.