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Charles Green

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Author of "The Trusted Advisor"; Expert on Trust-Based Client Relationships & Trust-Based Selling

Charles Green
Travels From Travels From:
New York, NY, USA
Speaking Fee Speaking Fee:
Live Event: $20,000 - $30,000
Virtual Event: Please Contact
More Fee Info
Categories Categories:
Categories Categories:
Business, Communication, Consulting, Customer Experience, Ethics & Integrity, Marketing, Relationships, Sales
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Charles Green Biography

Charles H. Green is a speaker and executive educator on trust-based relationships and trust-based selling in complex businesses. He is author of Trust-Based Selling and co-author of The Trusted Advisor.

Charles has spoken before a variety of industry and functional groups. 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. His work centers on improving trust-based relationship and business development skills for businesses with complex service offerings.

Charles is a graduate of Columbia College (BA Philosophy, 1972) and of the Harvard Business School (MBA, 1976). He spent the first 20 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.

Charles' clientele includes technology businesses, professional services firms, financial services organizations, businesses selling complex services, and organizations with internal consultative functions like IT, legal, consulting and human resources.

 

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Speaker profile last updated by AAE Talent Team on 02/09/2024.

Charles Green Speaking Topics

  • THE TRUST-BASED ORGANIZATION

    An organization based on trust is one whose people are trustworthy, know how to trust others, and has a reputation for both. Such organizations are distinguished by low employee turnover and high customer retention. They are flexible in the face of change, because they know how to operate from principle. They are profitable because doing business with trust is both efficient and effective. And they are run not by metrics and processes alone, but by clearly articulated and commonly held principles.

    Charles H. Green talks about the benefits of trust-based organizations, and the Four Virtues and Four Values that underlie their success. Find out what it takes to have an organization that trusts, is trustworthy, and is trusted.

  • LEADING WITH TRUST

    Leadership, we’ve been taught, is something done by leaders – uncommon individuals with charisma and vision, who can get out front and take charge. But the world has changed. It’s no longer about leaders and followers – it’s about managing horizontal relationships. With outsourcing, strategic alliances, task forces, virtual teams and changing organizations, the critical leadership skills are no longer command and control – they are trust and influence. The leader of the future knows how to achieve coordinated action by those over whom (s)he has no direct authority.

    Charles H. Green talks about this new role of leaders, and the need for broader distribution of horizontal leadership skills in today’s organizations. Find out how horizontal leaders lead with trust.

  • TRUST-BASED SELLING

    There is no more effective sales tool for a seller than the trust of the buyer. That’s a bold statement, but true; trust can trump price, cost and even past relationships. Sellers who are trusted can not only generate insights, but get them accepted. Trusted sellers can deal with timeframes beyond the transaction. They are granted access to ideas and perspectives well beyond the rest of the crowd. Sellers who understand trust quickly develop answers to all customer objections. Short-term results quickly improve, because they are based on long-term benefit to customers.

    Charles H. Green talks about the power of sellers who are trusted, the five-step process for establishing trust in the sales process , answering the Six Toughest Questions, and principles for creating trust in all sales situations.

  • THE TRUSTED ADVISOR

    That very special business relationship is not just a catch-phrase. If present, it transforms business relationships for both parties in actionable and measurable ways. Trusted advisor relationships get more done, faster, at less cost, and with qualitatively better results. Trusted advisors’ advice is taken; their client retention rates go up; and their impact is broad. Trusted advisors have mastered some skills, but also some mindsets. The trust equation, and the process of trust creation are distinct ways to achieve both.

    Charles H. Green (co)-wrote the book on the subject. He talks about the benefits of trusted advisor status, and how professionals can achieve it. Examples, practical steps, and a Top Ten list of actions you can take.

Charles Green Videos

  • 3 Questions: Charles H. Green on Developing a Trust Skill Set
    3 Questions: Charles H. Green on Developing a Trust "Skill Set
    CHARLES H. GREEN is an author, speaker and world expert on trust-based relationships and sales in complex businesses. Founder and CEO ...
  • Charles Green Speaking Highlights
    Charles Green Speaking Highlights
See All Videos »

Charles Green Books

  • Banker's Guide to New Small Business Finance, + Website: Venture Deals, Crowdfunding, Private Equity, and Technology (Wiley Finance)
    Banker's Guide to New Small Business Finance, + Website: Venture Deals, Crowdfunding, Private Equity, and Technology (Wiley Finance)
  • The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust
    The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust
  • Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships
    Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships

FAQs on booking Charles Green

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  • What are the speaker fees for Charles Green

    Speaking fees for Charles Green, or any other speakers and celebrities, are determined based on a number of factors and may change without notice. The estimated fees to book Charles Green are for live events and for virtual events. For the most current speaking fee to hire Charles Green, click the Check Availability button above and complete the form on this page, or call our office at 1.800.698.2536 to speak directly with an experienced booking agent.

  • What topics does Charles Green speak about?

    Charles Green is a keynote speaker and industry expert whose speaking topics include Business, Communication, Consulting, Customer Experience, Ethics & Integrity, Marketing, Relationships, Sales.

  • Where does Charles Green travel from?

    Charles Green generally travels from New York, NY, USA, but can be booked for private corporate events, personal appearances, keynote speeches, or other performances. For more details, please contact an AAE Booking agent.

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    AAE Speakers Bureau has successfully booked keynote speakers like Charles Green for clients worldwide since 2002. As a full-service speaker booking agency, we have access to virtually any speaker or celebrity in the world. Our agents are happy and able to submit an offer to the speaker or celebrity of your choice, letting you benefit from our reputation and long-standing relationships in the industry. Please click the Check Availability button above and complete the form on this page including the details of your event, or call our office at 1.800.698.2536, and one of our agents will assist you to book Charles Green for your next private or corporate function.

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Charles Green is a keynote speaker and industry expert who speaks on a wide range of topics such as THE TRUST-BASED ORGANIZATION, LEADING WITH TRUST, TRUST-BASED SELLING and THE TRUSTED ADVISOR. The estimated speaking fee range to book Charles Green for your event is $20,000 - $30,000. Charles Green generally travels from New York, NY, USA and can be booked for (private) corporate events, personal appearances, keynote speeches, or other performances. Similar motivational celebrity speakers are Erik Qualman, Harvey Mackay, Doug Lipp, Patrick Galvin and Jeff Tobe. Contact All American Speakers for ratings, reviews, videos and information on scheduling Charles Green for an upcoming live or virtual event.

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