Join us as Charles H. Green, founder and CEO of Trusted Advisor Associates, and the author of "Trust-based Selling" and co-author of "The Trusted Advisor" discusses the principles of trust based selling.
Date/Time: Wednesday, 06/9/10 at 6:00pm
- 6:00 - 6:30 PM Networking with Light Dinner Buffet & Refreshments
- 6:30 - 8:00 PM Program
Location: Hawes 101 on the Harvard Business School campus
The role of trust in selling is potentially enormous. Selling is, itself, a sub-category of influencing, where trust is even more powerful. Simply put, a seller who is trusted by a customer has more influence over that customer—within bounds--than a seller with a cost or product advantage.
It is surprising how infrequently the basic principles of trust and influence are applied in the sales process. Most selling, as it is practiced in corporate America today, has the paradoxical effect of either negating trust, or of actively destroying it. This is particularly true in complex products and services, where trust building is often abandoned for the sake of displays of technical expertise.
The right answers lie in understanding the simple dynamics of trust and influence, and the potential impact is vast. They are simple, but not necessarily easy to execute.
Join us as Charles H. Green, founder and CEO of Trusted Advisor Associates, and the author of Trust-based Selling and co-author of The Trusted Advisor discusses the principles of trust based selling including:
* Why value propositions are overrated
* The power of reciprocity on influence, and where it appears in business
* Why individuals get seduced into trust-destroying behaviors
* Why trust-based selling doesn’t draw down on trust—it creates it in the sales process itself
* Ten insights and practical tools that can improve the trust level in your business relationships and sales
Charles has spoken to, consulted for and conducted seminars about trusted relationships in business for a wide and global range of industries and functions. Centering on the theme of trust in business relationships, Charles works with complex organizations to improve trust in sales, internal trust between organizations, and trusted advisor relationships with external clients and customers.
Charles started his career with the MAC Group and its successor, Gemini Consulting, where his roles included strategy consulting and VP strategic planning. He majored in philosophy (Columbia), and has an MBA (Harvard).
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Charles will be joined in this talk by Mark Roberge, VP Sales at HubSpot. HubSpot is an Internet marketing software company based in Cambridge, MA. Mark oversees HubSpot's entire sales function, having grown the department to over 50 reps and 2,700 customers in 3 years. Mark was recognized as Sales Person of the Year in 2010 by MIT.
Mark has integrated trust based selling in each stage of the HubSpot sales methodology.
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Pricing:
- Member price: $35
- Non-Member price: $55
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Event Date:
Wednesday, 06/9/10 6:00pm - 8:00pm [ iCal ]
Location:
Harvard Way
Boston, MA 02163
Look Who's Coming:
Charles McWilliams Glenn Brodie, Ariett Business Solutions, Inc. Linda Brodie, Ariett Business Solutions, Inc. Timothy Schmidt Jay Sherry, Pegasystems Ken Estridge Lee Estridge Kate Terry Marc Zablatsky Andrew Rodriguez Reinier Moquete E. Bellott Annabelle Vultee, EF Gary Gustavson, EF Katherine Eastwick-Haskell, EF Saeko Tsuchihashi Robert Popadic, Lighthouse Consulting Group LLC Richard Williams Christine Letts Guest of Christine Letts Steve Ford, Fitzgerald, Stevens & Ford James Geisman Charles Green Guest of Charles Green Chuck Braxton, Roche Realty Group Daniel Thibeault Jonathan Rotenberg, Centriq Advisors Clifford Canaday John Bendfeldt G. Plunkett Christopher Hobson Alfred Rossow Jim Sharpe, HBS Charles Dornbush, Athenium Andrew Harrison Stephen Hyde Stewart Hirsch Carolyn Volan Christopher Messina, Body1, Inc. Jason Kirschner, EF Educational Tours Garrett Cox Michael Brown Bill deLuze, American Data Systems Ajit Jhangiani Anne Columbia, The Columbia Group Erin Johnson, The Columbia Group Alana van Loenen, The Ritz-Carlton Deborah McConchie Bill Schaffrath Andrew Silver Melissa Ann Guico Jung Rhee Parmelee Eastman Clay Stewart Karen Holt Carole Cushing Stephen Smith James Wakely Kara Curtis, KC Associates Kyle Baer Melissa Weiksnar Joseph Onstott David Shepherd James Smurro, Foresight Imaging Kyle McKinney, Global Insurance Network Larry Cervon, Software Sales Charles kelley Guest of Charles kelley Tara Thiessen Healey, Magellan Distribution Jim Russell, Magellan Distribution Dan Healy, Magellan Distribution Jerry Moffett, Magellan Distribution Rachel Lev-Corn Keith Fox Oleg Pohotsky, Right Bank Partners Gail Bell Chris MacKenzie Rebecca Kinchley, Oracle Jim Kinchley, Trufina Doris Sasser Chinam Kry Tania Naaman ... a total of 86 guests.
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