So You Don’t Have Time to Be a Trusted Advisor?
One of the more frequent comments I get in talking about being a trusted advisor is this: “We’d love to practice all the things you talk about, Charlie, we agree with them all. But, we just don’t have the luxury of the kind of time it takes to get there. There are too many other […]
The Twin Sins of Trust
You’ve probably heard “sins of commission, and sins of omission.” It is usually linked to Christian theology, particularly some of the New Testament gospels and Paul’s epistles , but it also has been used by writers like Moliere, and in discussions of Aristotle. Anyway, it’s a simple enough idea to be broadly useful. A “sin of commission” is doing […]
Trust-based Selling, the Advanced Course
I had lunch the other day with Jack S., a client from 5 years ago. At the time, Jack managed a sales organization in the reinsurance business. (If you think insurance is complicated, try understanding reinsurance!). Since then, the industry has consolidated; Jack works for one of the top three reinsurance brokerage firms. His job […]
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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.