Working On Trust: David A. Brock
To anyone who doubts the power of social media, I tell them how I came to know David A. Brock. Dave’s resume is old-school – IBM, Tektronix – and I have a feeling he’s even (gasp) older than I am, but Dave is all over twitter (http://twitter.com/davidabrock), he writes a fine blog, and he knows […]
Story Time: Risky Business
Our Story Time series brings you real, personal examples from business life that shed light on specific ways to lead with trust. Our last story told of the upside of being willing to walk away. Principle pays off in today’s story. A New Anthology When it comes to trust-building, stories are a powerful tool for […]
“Consult This” Consults Us
Charlie and I recently recorded a podcast interview with Mike McLaughlin on the subject of trust and professional services. We covered a lot of ground in 16 minutes, including the one piece of advice we’d each give consultants about building trust with clients. Consult This Mike is an accomplished thought leader in the world of […]
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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.