A Better New Year’s Resolution
Happy New Year! I wrote a good blog post at this time seven years ago, and haven’t improved on it yet. Here it is again. Happy New Year. —————– My unscientific sampling says many people make New Years resolutions, but few follow through. Net result—unhappiness. It doesn’t have to be that way. You could, of […]
Readers’ Choice: Top 10 Posts from TrustMatters for 2013
The votes are in! Your votes, that is – the votes you made with your ‘feet.’ From Sales and Leadership to Neuroscience and Shakespeare, we covered a wide range this year. But your interest is what ultimately determines what’s of most importance. So, that’s why we’re taking a moment to share with you the top […]
Interview with Trust Expert Eric Uslaner
Eric Uslaner is perhaps the world’s leading authority on social trust. He was recently much in the news, as he is every year, with the annual publication of the General Social Survey on trust. Here are some headlines from our talk this past fall. Charlie Green: Thanks very much for speaking with me. We last talked back […]
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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.