Trust Tip Video: The Two Most Trust Destroying Words
What are the two most trust-destroying words? An interesting enough question by itself; but even more interesting is just why these two words carry such toxic power. To learn both the words, and the source of their negative effect, listen to this week’s Trust Tips Video: The Two Most Trust-Destroying Words. And for more information […]
Story Time: He Who Eats With Chopsticks Wins
Our Story Time series brings you real, personal examples from business life that shed light on specific ways to lead with trust. Our last story proved that trust is personal. But what does it take to really close a deal? A New Anthology When it comes to trust-building, stories are a powerful tool for both learning and […]
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 […]
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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.