How to Sell to an Irrational Buyer

Andrea Howe
Category : Featured webinar, Webinar August 1, 2019

How to Sell to an Irrational Buyer

Tuesday, November 12, 2019
@11:00 AM to 11:45 AM EST

We’ve all been there. You have a buyer with clear needs and available budget; you have a solution that perfectly matches their needs; you addressed all their concerns; and yet … they didn’t buy. It just doesn’t make sense.

Join us for a free webinar to explore three critical insights into this seemingly irrational behavior, how you might be adding to it, and what you can do to change the situation.

Register now

Hosted by Charles H Green, Author & CEO, Trusted Advisor Associates.

A pre-flight checklist to help you get your mindset right

Andrea Howe
Category : Weekly tips July 29, 2019

This post is part of our Weekly Tips series.

A pre-flight checklist to help you get your mindset right

I recently dug up content that I had created for a webinar in 2012. The topic was taking the “sell” out of selling. It was fun to discover some good stuff in there (said humbly) about how different mindsets lead to different actions—stuff I haven’t articulated the same way since. As always, the lessons apply whether you’re selling services or ideas.

Are you talking yourself out of the conversation you need to have?

Andrea Howe
Category : Weekly tips July 22, 2019

This post is part of our Weekly Tips series.

Are you talking yourself out of the conversation you need to have

We all know it’s important to be willing to tell clients what they need to hear, even when that may not be what they want to hear. I’ve written before about how to deliver difficult messages so that the communication is positive, productive, and trust-building. Today I want to talk about the ways we humans cleverly talk ourselves out of having these tough conversations in the first place.

Client feedback: The kinds of questions you should be asking (and probably aren’t)

Andrea Howe
Category : Weekly tips July 15, 2019

This post is part of our Weekly Tips series.

As a trusted advisor, you give your clients real feedback

A few months ago, I wrote about how to ask for client feedback if you want real feedback, not polite feedback. (CliffsNotes version: you have to create a strong pull for critique.) I also griped about feedback requests being too focused on task rather than relationship, deferring that to another post. This is said post.

A trust skill-builder (that could be mistaken for a drinking game)

Andrea Howe
Category : Weekly tips July 8, 2019

This post is part of our Weekly Tips series.

A trust skill-builder that could be mistaken for a drinking game

Many of you know I’m a fan of improv. A lot of the warm-up games I’ve learned from taking improv comedy classes with friend and colleague Shawn Westfall could be written off by the corporate crowd as silly or meaningless. But the positive reaction I once-again got recently from the engineers and scientists who tried one of them out in a mastery-level workshop of mine has prompted me to take the risk to share it with you here.

The story of Harold, a client for life

Andrea Howe
Category : Weekly tips July 1, 2019

This post is part of our Weekly Tips series.

The story of Harold, a client for life

I’m a big fan of stories as vivid illustrations of trust-building moments, which is why we have so many in The Trusted Advisor Fieldbook. I’m especially inspired by the “extra miles” stories that highlight the extraordinary ways people find to be of service. Like the story about the advertising staffers who spent 14 weeks living the life of diabetic patients before beginning to create an ad campaign for Type 2 diabetes medication. Or the one about the savvy private wealth manager who once offered free investment planning for a client’s 12- and 14-year-old children. This week’s tip features an executive who earned a client for life by running a race.

A tale (mine) of failing to make it personal

Andrea Howe
Category : Weekly tips June 24, 2019

This post is part of our Weekly Tips series.

Consider the benefits

I’ve written many times about the importance of making communications personal. I often follow my own advice. And sometimes I don’t. Here’s a tale of a failure on my part, including what I did to attempt to rectify things. Perhaps you’ll find it a useful template (the rectifying part, not the failing part).

Why you should put more “blah blah blah” into your communications

Andrea Howe
Category : Weekly tips June 17, 2019

This post is part of our Weekly Tips series.

I’m on a Southwest flight at the time of this writing, where employees are known for taking creative license with the more mundane aspects of the job, including on-board announcements. The flight attendant who just delivered the usual stuff prior to takeoff did something we should all do.

How a “modern” communication tool can accelerate trust

Andrea Howe
Category : Weekly tips June 10, 2019

This post is part of our Weekly Tips series.

There’s a “modern” communication tool that’s become really popular in recent years. You’d think I’d be too old to appreciate them (although I learned from Wikipedia that they actually date back to the 80s, so maybe not). Instead, I’m enamored of them. Humor me for a moment while I share the trust-building applications of … GIFs.

7 Risks You Should Take to Build Trust

Andrea Howe
Category : Weekly tips June 9, 2019

7 Risks You Should Take to Build Trust

Tuesday, July 23, 2019
@11:00 AM to 11:45 AM EST

Without risk, there is no reward. Trust-building and risk-taking are inextricably intertwined. Being willing to take personal risks is critical to building lasting and loyal relationships.

Join us for a free webinar as we further explore the relationship between trust and risk and share seven best practices to expand your risk-taking aptitude.

Register now

Hosted by Andrea Howe, co-author of The Trusted Advisor Fieldbook, and founder of The Get Real Project


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