Trust Tip Video: It Takes Two to Do the Trust Tango
Establishing a trust-based relationship has always been a two-way street. Like a good Argentinean Tango, there has to be a routine where risk and reciprocation are involved. What can you do to build a more trusting relationship? How do you know which role you play in the trust tango? When should you lead, and when […]
Greed, Love, and a Portrait for Sale
The news is much about greed. Greed dominates the headlines, not to mention the content, of what we read in all media. Are we perhaps at the point where the truly sensational stories are ones of generosity and relationship-building? You be the judge. Love and Life Phil and Sue met in 1969 – on Valentine’s […]
Chemical Trust and the Science of Explanation
The Wall Street Journal this weekend scored a lot of views with an article on Oxytocin titled, “The Trust Molecule,” by Dr. Paul Zak. Dr. Zak makes one critical, powerful point about trust – its reciprocal nature. Unfortunately, the article is seriously flawed in its approach to what it calls “the new science of morality.” […]
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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.