Modern Selling

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.

For further details of Chartered Institute of Marketing sales training, please click here.

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