Credibility, Trust and Ignorance

Being right is vastly overrated. Now, that doesn’t mean that lying is a good strategy. What it does mean is that in the business world, we all too easily conflate trust with credibility, and credibility with expertise. You don’t have to look too far to find big-name sales trainers and gurus who insist that it is […]

Why You’re So Predictable

On the one hand, it seems the world is getting less predictable. On the other hand, looking at the successes of Big Data and AI, haven’t we all at the same time become more predictable? Isn’t that how those kids in Macedonia made thousands of dollars running fake articles on social media? Isn’t that how James Corden […]

Selling from Inside Your Client’s Shoes

You know the phrase, “Walk a mile in someone else’s shoes.” It’s short for empathy, understanding the Other so well you can intuit what it feels like to take a long walk—wearing their footwear, no less. Let’s adapt that idea to selling. What if you could understand your client so well that you could intuit […]

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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