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IRC Book Club #1 – The Trusted Advisor

IRC Book Club #1 – The Trusted Advisor

Welcome to IRC book club where we bring you fascinating insight into a sales or business text with a live studio panel.

For the inaugural episode, we decided to talk about ” The Trusted Advisor” by David Maister, Charles Green and Robert Galford.

The panel consisted of:

Myself (Jonathan Graham)

Christina Bow – Regional Vice President EMEA Sales, FPA at Lexmark Enterprise Software

and Michael Price – Director at IRC

It was great to be able to cover a book that has caused so much discussion for us in the office.

So often the sales people that we interview on behalf of our clients refer to themselves as “trusted advisors” yet we find, rarely, if ever, have they understood the concept of the phrase from the people who actually coined it.

We usually find that the people who refer to themselves as trusted advisors are often the ones with weaker track records and a deep antipathy towards some of the more basic tenets of selling such as closing and controlling the sale.

What you’ll get out of the video is a pretty good understanding of the tenets of the book and more importantly some great debate.

If you’ve read the book and would like to contribute to the banter feel free to do so here or on LinkedIn!

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