A Contingent Offer
It was a beautiful fall in Blacksburg…but I was quite nervous…my senior year in Mechanical Engineering at Virginia Tech was now underway and reality was setting in fast…I had to find a job. I had racked up a massive $11,000 in loans for school from my Mom and Dad – I was expected to start […]
Real People, Real Trust: Our Magnificent Seven
Over the past year, I’ve offered an insider view into the challenges, successes, and make-it-or-break-it moments of seven men and women who are making their mark by leading with trust—every day. In case you missed any of them, or want a fresh dose of practical advice (not to mention inspiration), here’s a recap. “We don’t […]
Good Things Happen When you Swing the Bat
At a talk last week, new friend Petter Østberg told me an old story with a new twist. It takes a great sports metaphor for achievement – and steps it up a notch to leadership. First, the metaphor at Level One. If You Don’t Do A, You Can’t Get B You’ve heard this one before […]
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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.