Ian Brodie Takes the Trust Quotient Test: Video Interview
Ian Brodie is a sales and marketing consultant to professionals. Based in Cheshire, England, Ian’s low-key, self-effacing style belies some deep content mastery. Ian and I crossed paths years ago at Gemini Consulting, and have gotten back in touch in recent years. As part of our promotion for The Trusted Advisor Fieldbook, Ian agreed to […]
What the Paterno Scandal Tells Us About Trust
Joe Paterno was the de facto leader of a powerful movement. He thought he could outrun an ethical blemish in his movement, while still preaching the gospel of high values. Where have we heard this before? Try Watergate. The Catholic Church. The SEC. We keep replaying Captain Renault – shocked, shocked to find that something […]
Is Trustworthiness a Moral Value?
Every day, I’m a little blessed by the interest and thoughtfulness of our readers. Here’s an excerpted email I received this week that got me thinking. The Email Dear Charlie, I took your free Trust Quotient (TQ) assessment. As I read it, the survey is presented as an evaluation of individual trustworthiness based on, among […]
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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.