Attract! Attract! Why Attract is the New Retain
The mantra of “attract and retain” has been around the HR community – and its general management constituency – even longer than the unfortunate rush to refer to people as “talent.” It used to make sense. But it doesn’t anymore and the implications are significant. Why Retention? It’s been awhile since anyone dusted off the […]
Trust Tip Video: Be Yourself, Everyone Else is Taken
We all spend an awful lot of time, money and effort trying to convince others of our attributes. We want them to see us as we imagine that we want to be seen. We underestimate the power of doing exactly the opposite – letting people see us just as we are. That’s what this week’s […]
25 Warning Signs You Have a Low-Trust Organization: Part 5 of 5
If your customers and clients tell you they don’t trust you, things have gotten bad. But you could have seen it coming. There were many early-warning signs of low trust in your organization. This is the last in a series of five. The other posts address warning signs of low-trust organizations coming from: Employees Teams […]
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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.