Trusting: the Other Side of Trust
A lot has been written about trust. It’s often not clear, however, whether the subject is trustworthiness, or trusting. If trust in banking is down, does that mean that banks are less trustworthy? Or that people are less inclined to trust? Most of my work has been about trustworthiness (e.g. The Trusted Advisor). Other people write […]
Trust on the Rocks
You know those exercises where you fall back into a partner’s arms and trust that he or she will catch you? What if that person is a family member, like a 16 year old daughter, or 18 year old son? Do you trust them? What if your relationship is on the rocks? Literally! Our family […]
Who Do You Trust? Honesty Ratings by Career
Periodically, someone does a survey on the trustworthiness of various professions. Last month it was time for Gallup to do their annual poll of “Honesty and Ethical Standards of Professions.” All the fun happens at the bottom of the list. The good news for politicians is that their ratings were up from last year. The […]
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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.