Welcome to the newest episode of Trust Matters, The Podcast. Listeners submit their personal questions about professional relationships, trust, and business situations to our in-house expert Charles H. Green, CEO, Trusted Advisor Associates and co-author of The Trusted Advisor.

The owner of a small consulting firm writes in and says: “We’re getting great inquiries but, after the first phone call or meeting, we’re not converting them. We’ve got great credentials and I know we can do the work. I’d guess that we’re only moving about 25% of our good leads into serious contention. Have you got any ideas?”

To read more about this topic read a recent post:

Best Practice for Opening a Sales Call: Bring a Risky Gift

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