When Your Client Gets In Your Face

What do you do when your client gets angry at you, upset with you, in your face? In truth, most clients don’t actually yell at you.  But of course you can tell when they’re upset. Maybe we even project a little bit, and imagine the horrors of what they might actually be thinking, regardless of […]

Trust-based Networking and the Paradox of “Collateral Benefit”

A (seemingly) simple question: What is the goal of business networking? The goal of most business networking is to make new connections in order to get more business.  The goal of trust-based networking is to help others develop their businesses.  The “collateral benefit” of trust-based networking is that others then help you. When it comes […]

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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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