Is Building Trust More Like Baking a Cake, or Like Being a Better Person?
If you want teach someone to bake a cake, you’d give them a recipe. First, do this; then, do this. The result is ‘cake.’ You can be pretty confident of the effectiveness of your advice. Further, if someone presents you with a cake, you can confidently infer the steps they had followed to bake it. […]
Why People Take Your Advice – Or Don’t: Webinar
Your client asks you for advice. You know the answer. Further – let’s assume you’re absolutely right. You give your client the answer. And then – your client doesn’t take your advice. What’s Up with That? How is it that people come to take your advice? Or don’t? How is that you take other people’s advice; […]
How Can You Fix Ethics if You Can’t Spell Ethics?
The Economist recently published an article called Fine and Punishment: The Economics of Crime Suggests that Corporate Fines Should Be Even Higher. It’s fascinating reading: it suggests that we can economically calculate how to deter corporate malfeasance. As the article puts it: The economics of crime prevention starts with a depressing assumption: executives simply weigh up […]
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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.