CARFAX, Cops, and Car Dealers: The Good, the Bad, and the Ugly
It began with a trip to an Audi dealership. I liked what I saw, and was ready to buy. Then the dealer ran the CARFAX report. I’d had a side-bump accident two years prior that popped the driver-side windows and door panels, and knew that would cost me some trade-in value. But I wasn’t prepared for, […]
Brain Science: Reductio ad Absurdum
Neuroscience is the hot new kid on the science block. And not without reason; the ability to map the brain’s inner workings offers huge medical potential. But along the way, neuroscientists – and their fans in business and society in general – frequently commit a basic error that wouldn’t pass muster in a philosophy 101 class. […]
If Trust is So Far Down, How Come –
Everyone knows how to complete this sentence – “Trust these days is __up __down.” You can’t throw a brick into the Googlenets these days without hitting some survey that bemoans the current low state of trust in society. And while there’s a lot of truth to those surveys, there’s far more uncritical thinking and sloppy […]
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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.