Tools: Download all how-to guides and tools
Learning: Access to expert webinar library (full members attend all live webinars free)
Insight: Library of over 1,000 articles plus members-only premium content
Research: 20% discount on all research and benchmark reports
Begin My Free Trial
Home  /  Library   /  Clients Are Not Competitors

Don’t Treat Clients Like Competitors! The Four Principles Of Trust-Based Selling

By Charles H. Green

The words “trust” and “selling” are rarely mentioned in the same sentence and some people feel that “trust-based selling” is an oxymoron. That says something about the relationships between sellers and their clients.

And it’s one reason that professional services firms don’t like the “S” word. We prefer euphemisms like “business development,” itself phrased in the passive voice as if to distance ourselves as far as possible from the crassness of commerce.

Trust-based Selling® is a principled way of approaching the commercial relationship between two parties. It is not a methodology, or a process model; it can coexist with existing methodologies or processes, as long as they are not manipulative or selfish.


Members-Only Premium Content   

Want to read more? Try our Risk-Free 7 Day RainToday Membership Trial with access to:
  • Free Webinars: Access all recorded webinars (full members attend all live webinars free).
  • Free Tools and Guides: Receive all how-to guides and tools sold in the RainToday Store free.
  • Research and Reports: Receive 20% off all research and benchmark reports.
  • 1,000+ Articles: Access over 1,000 professional services marketing, sales, and leadership articles.
  • Exclusive Premium Content: Access members-only interviews, templates, and case studies.
Start My Free Trial

Already a Member? Sign in below:

(Note: Do not press the "Enter" key. Instead, click the "Login" button with your mouse to sign in.)


E-Mail Address:  
Password:  
Forgot Password?

Get 5 new articles each week by signing up for our free Rainmaker Report newsletter.