Trust Inc.: Strategies for Building the Trust Asset – Chapter 1
This is an abridged version of the opening chapter – “The Business Case for Trust” – of the just-published Trust, Inc.: Strategies for Building Your Company’s Most Value Asset. The book is a collection of 30-plus articles by diverse authors on trust in business. Edited by Barbara Kimmel of Trust Across America, the book covers […]
Applying Trust Principles to Pricing
Let’s get tactical. Friend Mark runs a small coaching business, mainly by himself. He focuses on an intersection of personal and business development issues: helping people get unstuck. The usual approaches to pricing in that business are tried and true. Rates are typically quoted for a month at a time, over a planned period of months. Variations […]
Six Reasons We Don’t Trust Wall Street
In 2013, finance is the least trusted industry globally. It hasn’t always been this way. Within the industry, it’s tempting to think that trust can be regained by reputation management. Reputation is seen largely as a function of communications or PR departments in 50% of companies in one survey. But it goes deeper than that – deeper even than […]
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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.