People vastly prefer to get what they need from people they trust. That’s why trusted sellers generate more sales, faster closings and lasting client relationships.
Trusted advisors are more likely to have their advice taken, open new lines of communication, gain referrals and have more constructive and effective client interactions.
LEAD WITH TRUST
The most effective leaders don’t demand power-based or hierarchical obeisance, but instead influence others to take on the organization’s goals as their own.
BUILD A TRUST-BASED ORGANIZATION
Organizations that cultivate trusting relationships, internally and externally, for their own sake have a decided advantage in business.
THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships — loaded with stories, exercises, tips and tricks, and deeply practical
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.
Integrity, like trust, is something we all talk about, meaning many different things – but always assuming that everyone else means precisely the same that we do. That leads to vagueness and confusion at best – and angered accusations at worst. Particularly in this time of elections, a careful examination of how we use the […]
When it comes to selling – many of us focus on our fears. “Will they buy?” “Are my services priced right?” “What are they looking for?” “Will they go with me?” These questions inevitably lead to a dance that involves both buyer and seller, a delicate tip-toeing around the heart of the matter. We try to […]