Much has been written about trust. However, it’s often not clear in the writing whether the subject is trust, trustworthiness – or trusting. If trust in the government is down, does that mean that the government is less trustworthy? Or does it mean that people are less inclined to trust? Most of my work has been about trustworthiness […]
I was in Munich for a one-day stopover en route to Bucharest. I left New York a day earlier than planned to avoid some weather. And I realized yet again – travel has a way of doing that – what an extraordinary level of trust we all take for granted in our modern world. Yes, […]
Is technology killing trust in your organization? Are we heading for a dehumanized, low-trust business world? Can technology itself come up with trust-enhancing ways to guard against this trend? I’m getting asked these questions lately. And while there’s some merit to the question as framed, the news is not nearly as bad as it sounds – […]
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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“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.