I spent some time this weekend with
Trust-Based Selling, a book written by Charlie Green from
Trusted Advisor Associates. I actually found something new and worthwhile! As the publisher of
RainToday.com, people send me books on marketing and selling all the time for me to review.
Sometimes I read them, rarely do I review them (and never on RainToday...we don't do book reviews), and almost never do I find something truly worthwhile. In a rare turn of events, this time I did. In the best appendix to a book that I've seen in years, Charlie has inserted a "compilation of lists." Here's one of them:
Why Client Focus is Critical (Chapter 4)
- Client focus improves problem definition for customers who deal in complex problems.
- Client focus allows constant learning on the part of the seller who can't know all the answers.
- Customers won't let you earn the right to offer solutions until they feel you've understood their situation – and that comes about from truly paying attention.
- True client focus works competitively – because few people really practice it.
- Customer focus encourages the customer to share more, open up, and allow more access.
- Client focus leads to collaboration by the client.
- Customer focus fosters acceptance of recommendations.
- An outsider's perspective often brings new insights that help all involved.
- Focusing on another enriches our own lives.
Other lists in the Compilation of Lists:
- 22 Benefits of Trust-based Relationships for Buyers
- Reasons Why We Resist Collaboration with Customers
- 23 Ways to Get and Stay Client-Focused
- A Beginning List of Curiosity Questions
- Reasons to Invite Customers To Your Meetings
- Eight Things Not to Do When Facing Formalized Buying Processes
For these lists alone, I'd recommend this book.