Trust-based Selling
The goal of most selling is to make the sale. The goal of trust-based selling is to help the customer; the sale is an outcome, not a goal. In trust-based selling, the right time to mention price is when it is useful to the customer to know it. In trust-based selling, you don’t “handle objections” – […]
Trust Metrics: Breaking It Down
How can you measure trust? Consider a simple equation: Trusting x Trusted = Trust In other words: if someone is trusting enough to take a risk (the trustor), and if someone else is trustworthy enough to be worth that risk (the trustee), then when the two parties are a “match” – and you get “trust.” […]
Jack Welch, Chuck Todd, and the Erosion of Trust
NBC News White House correspondent Chuck Todd made some news himself the other day – but it’s not what you think. He made a contribution to the analysis of trust. To see why, let’s look how trust gets defined in the public sphere. Defining Trust: A Confusion How many articles have you read that start with, “Trust is […]
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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.