Trust, Scale, and the Corporation
I always have trouble answering a question I’m often asked: What company does a great job on trust? Because the answer is some combination of, “it depends on the definition of trust,” and “hardly any.” Let me unpack that. Trustworthiness and the Corporation Mitt Romney’s metaphysics notwithstanding, corporations are not people, apart from a few […]
Why Experts Are Bad at Sales
If you’re a lawyer, accountant, management consultant, VAR, systems engineer, financial advisor, CRM expert, architect, IT services consultant or even an HR consultant – odds are that you’re ineffective at selling. That’s the bad news. The good news is – it isn’t hard to get better. If you do, you’ll compete far more effectively against […]
Risk is to Trust as Vaccine is to Immunity
Should you take the risk of mentioning price early on in a sales call? Should you be candid about your less-than-perfect qualifications for a job? When you notice the client looking a little distracted, should you take the risk of commenting on it? In such situations I often hear, “That’s too risky, you can’t do that […]
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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.