Trust Tip Video: Say “I Don’t Know”
It’s one of the most common problems we all face in business – in sales, in customer relationships, in working with teams. You’re in the hot seat, on the spot: someone asks you a tough question – and you’re really not sure of the answer. What do you do? That’s the subject of my Trust-Tip […]
Disclosure Is Not Transparency
Most people see transparency as a good thing, and disclosure an obvious way to get there. Often, we don’t distinguish between them. But they’re not the same thing. And confusing them just lets bad behavior sneak back in through the back door. What’s the difference between disclosure and transparency? Transparency and Trust Besides “able to […]
Don’t Always Exceed Expectations: Trust Tips Video
You probably know the common advice, “Always exceed expectations.” It sounds like a trust-creating move – but it’s not. In fact, it’s a trust-destroyer. Learn more in the Trust-Tip Video below. New Video Trust-Tips Series Announcing the Trust Tips video series – weekly one-minute, high-octane pieces of value. Let me know how you like it. […]
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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.