Truth In Talking: Calling Things By the Right Name
I’m going to quote Confucius, something I’d never have done were it not for TAA friend Shaula Evans: “A superior man, in regard to what he does not know, shows a cautious reserve. If names be not correct, language is not in accordance with the truth of things. If language be not in accordance with […]
What’s the Link Between Trust, High IQ and Investors?
A recent Journal of Finance article suggests there’s a high correlation between IQ and participation in the stock market. Now, what does that mean? Yale Economics Professor Robert Shiller explores the theme in a NYTimes column. He posits an interesting link between intelligence and trust. The Smarts To Do What? IQ tests are notorious for […]
Trust Tip Video: Managing Blame and Responsibility
Blaming other people is generally recognized as bad behavior. Not much disagreement there. But the flip side of avoiding responsibility is – trying to take responsibility that doesn’t belong to you – is equally ugly. We know it by names like “control freaks,” “micro-managers,” or just plain obsessively neurotic people. That’s what this week’s Trust […]
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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.