20 Years of Trust: What Has Changed
It’s been 20 years since the release of The Trusted Advisor. As we began the process of creating the 20th Anniversary Edition, we dived into deep reflection on how building trust has changed over the last two decades. Surely it had to be vast… when the first book was released many people didn’t have an […]
Start 2021 with a (Better) New Years Resolution
Fourteen years ago I wrote the following thoughts on New Years resolutions. It feels even more relevant this year, as we breathe a collective sigh of relief that 2020 is finally over. Apologies to those who have read it year after year – though I suspect some of you won’t mind seeing it anew. Happy […]
The 80/20 rule for Virtual Relationships (Part IV): Double-Down and Ramp Up the Rational Trust Builders
The initial post of this blog series introduced what we called the (new) 80/20 rule for virtual relationships, warning that focusing too much on the “virtual” part of “virtual relationships” could lead to missed opportunities and damaging long-term consequences. In that post, we pointed out that relationship-building and selling aren’t really different these days, in […]
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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.