Trust Based Selling | TotalPicture Radio - The Voice of Career Leadership Development

Trust Based Selling

Friday, 09 June 2006

Answering the Six Toughest Interview Questions

Charles H. Green

In our conversation with Charles H. Green, we take his principals in Trust Based Selling and focus on selling your most important Asset... You!

Charles H. Green is a student of the role of trust in businesses. In his first book, The Trusted Advisor (with David Maister and Rob Galford), he explored the role of trust in advisory relationships. In Trust-Based Selling (McGraw Hill, December 2005), Green turns to the most critical business relationship of all—the one between buyers and sellers.

23 Min:

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Charles Green Biography
Charles is a content-rich and dynamic speaker. He teaches seminars through his own firm, Trusted Advisor Associates; he has also taught in executive education programs for the Kellogg Graduate School of Business at Northwestern, and for Columbia University Graduate School of Business.

Charles' customers have included Intel Corporation, Shell Oil, Johnson & Johnson, Goldman Sachs, Price-Waterhouse Coopers, Cisco Systems, Royal Bank of Canada, Studley Commercial Real Estate, CIBC, American Express, Deloitte, Towers Perrin, ING Financial, Ernst & Young, Perot Systems, and dozens more.
Charles is a graduate of Columbia College (BA Philosophy, 1972) and of Harvard Business School (MBA, 1976). His consulting career was with the MAC Group and its successor, Gemini Consulting, where his roles included strategy consulting (in Europe and the United States) and VP Strategic Planning.

Charles' clientele consists of businesses whose products are complex, whose customers are sophisticated, and whose salespeople must earn the trust of their customers. In addition to Trust-based Selling and The Trusted Advisor, he has published in Harvard Business Review, Directorship Magazine, and Management Horizons.

Resources
Author Website
Buy the Book
Trusted Advisor

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