Boston Trust
Last week, trust was destroyed. Then it was rebuilt. At least, that’s the party line in all the media and the social buzz channels. But it’s not the whole story. The whole story is, unfortunately, not so good. Particularized Trust and Generalized Trust Dr. Eric Uslaner, arguably the world’s leading academic on the subject of trust, […]
Half of What You’ve Learned About Sales is Wrong
Maybe you’ve heard the old line, “Half of advertising dollars are wasted – you just don’t know which half.” Something like that is true in sales – except that you’ve got a much better chance of telling which part to keep. (Many thanks to Chris Downing and Anthony Iannarino for helping develop this thought). The Challenge […]
I’m Selling Hammers, You Look Like a Nail
You know the old line, “If you’ve got a hammer, everything looks like a nail.” It means we tend to see the world through our own frames of reference. It’s a good reminder to watch out for unconscious biases. And in sales, it shows up in a very particular way. [Trivia tidbit: the hammer/nail line […]
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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.