Charles H. Green, Contributing Editor

Charles H. Green is a a speaker and executive educator on trust-based relationships and trust-based selling in complex businesses. Charlie wrote Trust-Based Selling (McGraw Hill, 2005) and co-authored The Trusted Advisor with David Maister and Rob Galford (Free Press, 2000). He leads Trusted Advisor Associates.

Charlie works with officer and manager levels in organizations to improve their trustworthiness in client relationships and in business development.  His clientele includes professional services, financial services, commercial real estate, technology construction and other businesses selling complex services, and internal consultative functions such as IT, legal, consulting, and human resources. 

An engaging and content-rich speaker, he has taught in executive education programs for the Kellogg Graduate School of Business at Northwestern, and for Columbia University Graduate School of Business, as well as through his own firm, Trusted Advisor Associates. 

Charlie is a graduate of Columbia College (BA Philosophy, 1972) and of the Harvard Business School (MBA, 1976).  He spent the first twenty years of his career with the MAC Group and its successor, Gemini Consulting, where his roles included strategy consulting (in Europe and the United States), VP Strategic Planning, and a variety of other firm leadership positions. 

In addition to Trust-based Selling and The Trusted Advisor, he has published in Harvard Business Review, Directorship Magazine, and American Lawyer.

Articles by Charles H. Green

• 4 Principles for Guiding Your Actions in Sales Conversations
• 4 Pointers for Building Relationships with Your Prospects Online
• 9 Ways to Quickly Gain Trust During the Sales Process
• 17 Trust-Based Tips for Selling in a Recession
• Are You Client-Focused, Or A Client Vulture?
• Are You Worthy Of Your Clients' Trust?
• Client Satisfaction Surveys: Yea Or Nay?
• Clients Are Not Competitors
• Dealing With RFPs
• Don't Handle Objections Like Snakes
• Features Benefits Trust
• Focus on Effective Sales if You Want Future Sales
• Friends, Motives & Profits: Avoiding Fear-Based Selling
• Giving Prospects the Confidence to Hire You
• How Poor Cross-Selling is Ruining Your Business
• Is Lead Screening Hurting Your Marketing?
• Is Your Lead Generation System Causing You to Lose Clients?
• 'My Client Is A Jerk': 3 Keys To Transforming Client Relationships Gone Bad
• No Cheerleaders Allowed: What Really Works for Motivating Professional Services Salespeople
• No Quick Tips or Tricks: Use Principles to Sell
• Selling By Doing And Not By Telling
• Selling: To Clients Psychology
• Stop Trying To Close The Sale
• The Art Of Listening: Establishing Trust Without Saying A Thing
• The Art Of Listening: Dispelling Conventional Wisdom
• The Business Case For Trust
• The Difference Between Client Focus Right And Client Focus Lite
• The Difference Between Client Service And Client Servility
• The Great Sales Myth: Why Logic and Value Propositions Matter Less Than You Think
• The One Insight You Need to Make New Year's Resolutions Last
• The Paradox of Selling: How to Sell Without Making Buyers Feel Sold
• Truth, Lies & Unicorns: The Cost Of Dishonesty In Business
• Truth, Lies & Unicorns: How To Speak Honestly In Business
• What To Say About The Competition When Your Prospects Ask
• What to Say When a Client Claims Your Price is Too High
• When Clients Demand Price Cuts
• Write Your Next Proposal Sitting Beside Your Prospect
• Why Client Focus Can't be About Profits
• Why Your Sales Process Matters Less Than The Psychology Of Selling
• You Had Me at Hello Ways to Quickly Gain Trust During the Sales Process
• You Had Me at Hello Ways to Quickly Gain Trust During the Sales Process (Part II)

Webinars with Charles H. Green

• Dealing with Difficult Clients: How to Transform Client Relationships Gone Bad

Contact Charles H. Green

• Website: www.trustedadvisor.com
• The "Trust Matters" Blog: www.trustedadvisor.com/blog
• Email Charles