Trust and The Mentalist

Some of you may be familiar with the CBS TV series The Mentalist, starring Golden Globe nominee Australian Simon Baker.  The lead character, Patrick Jane, is a consultant to law enforcement agencies who uses his carnival-honed powers of observation and human nature to appear almost clairvoyant. In a recent episode, Jane makes three trust-related comments. While […]

Shake it Off

Actually, We’re Run by Pre-Adolescents: Why Reason Deserts us at Make or Break Moments…and Restoring Sanity

I was recently chatting with a good friend, Mark Hurwich, about some of the struggles we encounter when it comes to walking into a sales meeting. I think Mark hit the nail on the head when he spoke about how we can really be run by inner pre-adolescents that can take over even when we’re the […]

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.
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TRUST-BASED SELLING

TrustBasedSelling“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.

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THE TRUSTED ADVISOR

The Trusted AdvisorThis 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.

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