Are You Worthy of Your Client’s Trust?

Have you ever stopped and asked yourself if you’re worthy of your client’s trust? It’s a big question, but one with an interesting twist. It seems that trust, especially a client’s trust in us, is something that we too often take for granted. Just because a client signs on board with us – shouldn’t mark […]

Don’t Be a Social Selling Lemming

I first wrote the below a few years ago – and it’s interesting how well the content, not to mention the message, still rings true today. While social media is probably the fastest evolving marketing and sales tool available, it’s interesting how much of it just hasn’t changed at all. Most of that is the root […]

An Open Letter to Timothy Ryan, PwC’s US Chairman Re: Oscars and Trust

Mr. Ryan, Some days as Chairman must be fun. Others, like the Oscars the other night – not so much. I recognize you, in fact, know a lot about trust.  There are probably particular circumstances that make the Oscar boo-boo a unique event. You may also have taken some steps like those I suggest below. […]

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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