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 […]
Killer Apps 2.0: Siri is Just the Teaser
Last summer I wrote about how speech-to-text software may be a killer app. At the time, I mentioned the rumor about what was to become Siri, the “talk to me” assistant in Apple’s then-upcoming iOS5. I also talked about Dragon Naturally Speaking, a PC-based system. That was then: this is now. Apple itself is actually […]
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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.