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Trusted Advisor Associates
Google Map Directions 61 Redner Rd.
Contact Person: Charles H. Green
Charles H. Green, co-author of The Trusted Advisor (Free Press, October 2000) and Trust-based Selling (McGraw-Hill, December 2005) presents and speaks on the nature of trusted client relationships in business. Dynamic and literate, his talks are fact-based, provocative, and highly practical. Mr. Green is represented exclusively by the Leigh Bureau. Target Audiences People who must manage high-level and complex client relationships. That includes: * professional service firms (law, accounting, consulting, actuarial, advertising) * private banking, commercial banking, financial planning * client relationship functions in complex businesses, e.g. enterprise software * selling organizations for complex products/services * internal consultative functions like HR and IT. Subject Matter Mr. Green gives keynotes and presentations on the following topics: * The Trusted Advisor: What it Means, What it Takes to Be One * Trust-Based Selling: Beyond Price, Product and Client Relationships * Leadership and Trust: Tough Empathy and Radical Truth-Telling * Sales Myths: How Clients Really Buy Complex Intangible Services * Building Trust-Based Sales Organizations * The Decline of Organizations and the Rise of Trust-Based Networks He addresses such issues as the trust equation (the components of trust), the five-step process by which trust is created, trust-based buying and selling models, the four organizational trust principles, and a variety of highly practical tools to improve one's trustworthiness.