When Others Abuse Your Trust
Has your trust ever been violated? Did someone, once upon a time, abuse your trust? Have you ever placed your trust in someone or something, only to discover – painfully – that your trust had been misplaced? Yes, almost certainly, you’ve had experiences like that. And they are unsettling – to say the least. The […]
Trust and The Mentalist
Some of you may be familiar with the CBS TV series The Mentalist, starring Golden Globe nominee Australian Simon Baker. The lead character, Patrick Jane, is a consultant to law enforcement agencies who uses his carnival-honed powers of observation and human nature to appear almost clairvoyant. In a recent episode, Jane makes three trust-related comments. While […]
Actually, We’re Run by Pre-Adolescents: Why Reason Deserts us at Make or Break Moments…and Restoring Sanity
I was recently chatting with a good friend, Mark Hurwich, about some of the struggles we encounter when it comes to walking into a sales meeting. I think Mark hit the nail on the head when he spoke about how we can really be run by inner pre-adolescents that can take over even when we’re 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.