Brutal Honesty Isn’t
Oh it’s brutal, all right. But it’s not honest. Real honesty is empathetic. Here’s how. I suppose you could be honest in a vacuum – but who cares? Was Robinson Crusoe honest? Until Friday came along, that was just a silly question. You can’t be usefully honest, except in relation to or with someone. Honesty Implies […]
The Problem with Lying
Dilbert on trust and lying: Scott Adams nails it. With a sledgehammer, as usual. The pointy-haired boss is ethically clueless, and blatantly so. We all get the joke, much the way we get the old George Burns line, “the most important thing in life is sincerity – if you can fake that, you’ve got it […]
Trustworthy Occupations
Quickly now – which are the least-trusted professions and occupations? If you think about it a moment, you’ll probably make pretty good guesses. Now for a tougher one: which profession is the most trusted? This one, I find, less than half of respondents get right. Your Profession Conveys an Image of You The annual Gallup […]
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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.