Facts, Phrases, and Ferguson
“Hands up, don’t shoot,” became a chanted slogan for outraged protesters after Michael Brown’s killing in Ferguson, Missouri. There was considerable mainstream media skepticism from the beginning about whether Mr. Brown actually had his hands raised (see Washington Post, December 4; see Newsweek, December 2), though those suspicions didn’t hold back the popularity of the phrase as a rallying […]
Crime, Fear and Trust
Most casual readers of the general press know three things: crime is up, public safety is down, and trust is declining. The problem is: the first two are flat out wrong, and together they cast doubt on the third. Crime and Fear (The following data are compiled from the Atlantic, March 2015, Be Not Afraid). […]
Lost Wallets, Trust, and Honesty
I lost my wallet. Somewhere between a golf driving range and a supermarket, in a 30-minute period, it went missing. I turned things upside down, retraced my paths, left notes with wanting-to-be-helpful staff. I monitored accounts for three days; no bank charges, no credit card hits, so I held off canceling the cards, calling the […]
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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
“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.