Using Valuable Content to Build Trust Through the Sales Process
Please welcome guest-blogger Sonja Jefferson to Trust Matters today. She’s founder of Valuable Content consulting firm, and author of the Valuable Content Marketing book. I have high regard for what she does, and think you’ll enjoy this. ——————————————————- I’d like to make a distinction. ‘Content’ is the words on the page you are reading. It’s the […]
The New Leadership is Horizontal, Not Vertical
Several decades ago, when “leadership” became a Big Thing, it was heavily personality-based. It posited Leadership as something done by Leaders, who had learned the art of how to Lead. As a consultant friend of mine, Renee Wingo, put it, “It’s a subject whose proponents can’t figure out whether it’s a noun, a verb, or […]
The Math of Low Trust
Trust in business has declined in recent years. One reason why can be demonstrated with a bit of math. Assume two streams of income, with a net present value calculation for each. (I’ll use a 10% discount rate to simplify). Income stream A has a big payment in year 2 and then pays slightly more per year […]
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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.