Three Things You Need to Know About Trust: Part 3
There are really only three things you need to know about trust. You can pretty much deduce the rest. The three parts are: Trust is a Two-player Game Trust Requires Risk Trust is Reciprocal Part 3: Trust is Reciprocal–and What You Can Deduce From It All Trust is created when one party takes a risk, […]
Three Things You Need to Know About Trust: Part 2
There are really only three things you need to know about trust. You can pretty much deduce the rest. The three parts are: Trust is a Two-player Game Trust Requires Risk Trust is Reciprocal Part 2: Trust Requires Risk. First, there is no trust without risk. Second, only one player takes the risk; this sets […]
Three Things You Need to Know About Trust: 1 of 3
There really are only three things you need to know about trust. You can pretty much deduce the rest. I’m going to write about each of them in a separate blogpost, but here’s the one-liner version of each: Trust is a Two-player Game Trust Requires Risk Trust is Reciprocal If you understand those three points, […]
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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.