|The CIM sponsors the Sales Tip of the Week.|
Here are some guiding principles for ‘trust-based selling’ based on those outlined by the author Charles H Green, who has written a book on that subject.
They work well in the context of large professional services organisations and other complex knowledge-based multinationals.
- inquiry: above all, try to stay curious – keeping learning;
- commitment: try to detach from outcomes, and just do the next ‘right thing’;.
- understanding: when you don’t know the answer, try to reach out and ask; and
- self-expression: take chances – flag it up first – but do innovate and take a risk; people are most likely to respond by meeting you half-way.
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