Why We Don’t Trust Companies, Part II – the Three M’s
Yesterday I wrote about three fundamental reasons that most companies aren’t trusted: trust is mainly personal, most companies don’t understand trust, and they make bad choices of tools to enhance trust. Let’s call that Level I of the Corporate Book of Being Trusted. Now let’s look at Level II. Most companies, even if they do reasonably well […]
Why We Don’t Trust Companies Part I
People don’t trust companies very much. Sure, we trust some companies more than others, and sometimes we trust them more than government (sometimes not), but when you think of someone you trust, a corporation tends not to come first to mind. There are three simple, powerful, obvious reasons for this – every one of which […]
How Neuroscience Over-reaches in Business
Every age has its fads and fashions. Some of them hold up over time – competitive strategy, business process re-engineering, quality circles. Applying neuroscience to business, I suggest, will not be one of them. In Mark Twain’s classic Huckleberry Finn, there is a passage where Huck tries to explain to Jim that French people speak a different language. Jim […]
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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.