Transparency, most of us would agree, is a positive thing. And disclosure is an obvious way to get there. But transparency and disclosure are not the same thing. And confusing them can actually harm transparency. So – what’s the difference between disclosure and transparency? Transparency and Trust Besides “able to transmit light,” the dictionary defines transparent […]
If you’re in an advisory or sales role, you probably strive to be a trusted advisor to your customers. After all, if your customers trust you, tons of things start to go right, and you find yourself in a highly favored situation. But there’s a paradox: if you set out to be relatively favored by your customer – […]
You’ve heard about “the dog and pony show,” the “beauty contest,” or perhaps “the shoot-out.” Maybe you just call it “the pitch.” The term is more common in some industries – advertising, executive recruiting, some law firms – but we’re all familiar with it. Typically it’s thought of as an event – a somewhat formal presentation […]
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 advice.
FIND OUT MORE
“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.