The Fast Track to Partner: An Interview with Charles H. Green
Across the pond there’s a slew of interesting and driven professionals making strides towards building a stronger foundation for business–one built heavily on ideas of cultivating trust-based relationships and business practices. That group includes, though is not limited to, Ian Brodie, Sonja Jefferson, David Tovey – and Heather Townsend. Heather’s just-published book is How to Make Partner and […]
The Power of Transparency in Marketing
It’s a temptation that lures almost all marketers and salespeople: the desire to limit and control information to consumers. It seems so obvious – lead with your best attributes, downplay your least. Yet in many cases, this impulse turns out to be quite wrong. An example – online car auctions: Common sense would suggest some information—a car’s […]
Willful, Wishful Blindness: Trust and the Real Learning from the BBC Crisis
The UK press is screaming ‘blue murder’ about the recent turn of events in the BBC: ‘How to restore trust in the BBC’ ‘You don’t trust us – and maybe you never will’ ‘Trust lost, hard to regain!’ A crisis for the BBC? Certainly. But a “complete loss of trust” is a wild exaggeration. Still, […]
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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.