Trusted Advisor Inflation
The term “trusted advisor” has undergone some changes since I first co-wrote the book by that title 11 years ago. Three changes, to be precise: It’s amazing how many more people claim to be one; It’s becoming clear that not every industry needs one; In the industries and functions that matter, the concept is gaining […]
Trust Tip Video: Trust Takes Time?
One of the more common sayings about trust is, “Trust takes time.” In fact, like several other truisms about trust, it’s far from true. Moreover, the way we use that phrase–“trust takes time”–is often more by way of excuse than explanation. To see why, listen to this week’s Trust Tips Video: Trust Takes Time? That’s […]
Trust and the Sharing Economy
What if everyone could be trusted? And everyone became willing to trust? Unrealistic? Sure, if you insist on all or nothing. But if we moved directionally toward those goals, it’s not hard to envision significant improvement. Increased trustworthiness, and increased propensity to trust, would most likely lead to: Fewer and simpler contracts Fewer lawyers and […]
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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.