When to Offer a Lower Price

Few decisions in business have such dramatic effects on customer perception as how you handle your pricing – in particular, when and how you offer discounts. People may evaluate your products, or your service offerings, by averaging out multiple experiences. But drop your price just once, and see how hard it is to recover. For a […]

What Your TQ Score Really Says About You

I’m Kristin Abele, head of Trust Diagnostics at Trusted Advisor Associates.  I want to share some findings with you based on my eight years working with the TQ Trust Quotient Assessment tool. The TQ (like IQ, and EQ, in case you didn’t catch that already), is based on the Trust Equation. The Trust Equation is […]

The Opportunity Cost of Mistrust

We all suffer – some of us more than others – from the fear of getting ‘stiffed’ by our soon-to-be client. Fortunately – or maybe not – there is a plethora of lawyers just waiting to sell you protection. Of course, your soon-to-be-client has tapped into the same infinitely deep pool of legal imagination. Maybe it’s just […]

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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