Andrea Howe, Author at The Get Real Project

The trust equation – four essential factors for building trust with sophisticated buyers part 2

by Andrea Howe | Aug 20, 2013 | Client relationships, Sales and BD Mastery, Trusted advisorship

In Part 1 of Four Essential Factors for Building Trust with Sophisticated Buyers, I suggested that even though trust-based selling is far from formulaic, it helps to approach it with a formula in your back pocket: the trust equation.

Four essential factors for building trust with sophisticated buyers, part 1

by Andrea Howe | Aug 16, 2013 | Sales and BD Mastery, Trusted advisorship

Here’s something I’ve learned about sales professionals in the years I’ve been leading training programs: they’re avid learners in hot pursuit of excellence. And for the best of the best, “excellence” is determined not by numbers, but by the difference they make. Use this four-part checklist to gain insight into ways to raise your game.

An unconventional client retention strategy

by Andrea Howe | Sep 19, 2012 | Client relationships, Consulting

Most people usually don’t think of empathy as having much business value. In fact, you might think if you start empathizing with your clients, you’ll lose your edge; you’ll appear “soft;” you’ll lose business. Here’s a compelling story* about a global firm that turned that conventional wisdom on its ear and transformed a big loss into a big win.

Make a lasting impression one auto-reply at a time

by Andrea Howe | Aug 21, 2012 | Client relationships

I lead workshops in different parts of the world that can consume me for days at a time. Heaps of work emails pile up in the meantime. And because I’m slightly obsessive about being responsive, I believe in using auto-replies. A few months ago I started experimenting with unique and sometimes quirky ones (for me). Little did I know they would cause quite a stir.

Story Time: want a relationship breakthrough? Role-play your client.

by Andrea Howe | Aug 20, 2012 | Client relationships

Our Story Time series brings you real, personal examples from business life that shed light on specific ways to lead with trust. Our last story proved that good intentions won’t keep you from screwing up. Today’s story highlights the business value of taking time to see the world from another’s perspective.

The trust equation – four essential factors for building trust with sophisticated buyers part 2

Four essential factors for building trust with sophisticated buyers, part 1

An unconventional client retention strategy

Make a lasting impression one auto-reply at a time

Story Time: want a relationship breakthrough? Role-play your client.

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