Trust Tip Video: Check Your Ego At the Door
What is it that differentiates the moments between when our advice is taken, and when it is not? What can we do to improve the odds of genuinely good advice being accepted without resorting to manipulation or psychological engineering? In this week’s Trust Tip video, we explore what can be accomplished when we put our […]
A Separation: a Cinematic Tale of Truth and Lies
This past weekend I saw A Separation, an Iranian movie with more awards to its credit than a dictator’s military jacket. It deserves every one of them. You’ll never find better screenwriting. Rolling Stone rightly calls it “a landmark film.” Filmcritic calls it a brilliant political metaphor. Roger Ebert praises it as a critique of […]
4 Behaviors that Help Delivery People Be Better Business Developers
It’s an age-old challenge in the consulting industry: how to get your delivery people to develop more business. After all, who’s in a better position to bring in more work than the people who labor side-by-side with the client? But first there are barriers to break through. Read on for four specific strategies that will […]
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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.