Accountants Not Getting Trust
I’m starting to believe that the biggest obstacle to increasing trust in business is the conceptual confusion that exists around trust itself. We literally cannot agree on what we are talking about. The latest case in point: Public Company Accounting Oversight Board (PCAOB) Chairman James R. Doty, keynoting on the subject of Integrity at the Seventh Annual […]
Relationships or Metrics? I Haven’t Got Time for Both
I heard it again today. I hear it in almost every workshop I do, and in every – bar none – big company sales organization I work with. It sounds like this: I believe in trust and relationships, but it’s a luxury problem. Here in the real world, the pressure’s on. I don’t have time […]
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, […]
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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.