Bleeding Trust from Every Sales Interaction

Last week saw an impressive uptick in conversations about trust in companies. While United may be the strongest case for bleeding trust today, it’s not limited to them. It’s the massive PR mishaps that grab our attention – but that’s misleading. Trust can affect every business – including yours. It’s not just about the big, egregious faux […]

Trust, Honesty and Authenticity

A few years ago, Deborah Nixon posted an interesting question on LinkedIn. She asked: “Is there a difference between authenticity and honesty?” She got about 35 answers. Here’s what I sent in: Deborah, I’m sure you would agree the two terms cover a lot of territory in common. The trick with these definitional things is not to […]

The Zombie Idea of Neuroscience in Business

A zombie idea is one that refuses to die, regardless of repeated efforts to kill  it off.  The idea that neuroscience explains trust and leadership in business is one such zombie. Authors like David Rock and Paul Zak have popularized the idea that we can “understand” themes like trust and leadership better through the wonders of neuroscience, […]

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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