PRN Exclusive: Why PR Professionals Need To Practice Trust-Based Selling


(PR is, in its own way, a sales profession: In this case, the selling involves ideas, information and messages. From the agency side, there is a business aspect with efforts to sell the agency's viability to prospective clients. But perhaps the best way for a PR professional to sell is not necessarily to treat the subject like a PR issue. This is explored by Charles H. Green, the founder and principal of Trusted Advisor Associates, in this exclusive excerpt from his new book "Trust-Based Selling," which is published by McGraw-Hill.)

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