Books We Trust: The Decision to Trust by Bob Hurley
This is the eighth in a series called Books We Trust. The Decision to Trust is one of the best books written in recent years on trust; it is a major contribution to the subject. Author Bob Hurley teaches at Fordham and Columbia, so it’s no surprise that the book is solidly rooted in the […]
Intimacy: If You Can’t Say the I-Word, You Have the I-Problem
Many of you know about the Trust Equation – (Credibility + Reliability + Intimacy) / Self-Orientation. Trust research has shown that of the four factors, the one most associated with high trust scores is – Intimacy. Recently I’ve spoken with two organizations – one in financial services, the other in professional services – that are […]
Killer Apps 2.1 – Voice to Text on Your Computer
I wrote on my last post about how Siri on the iPhone was just the tip of the iceberg for speech-to-text software. Fine and good, but what about voice-2-text on your computer? If you have a Mac running Lion OS X 10.7 Lion, you can see the future now. If you don’t, check this out […]
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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.