Meet Anthony Iannarino: Pragmatic, Insightful, Focused. (He also loves our book.)
Anthony Iannarino, creator of The Sales Blog, recently reviewed our new book, The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust. Anthony is a thoughtful subject matter expert on what he calls “the new art of sales and sales management.” We’re pleased to introduce Anthony to you, if you haven’t met him already. […]
The November Trust Matters Review
Michael Kitces asks which is more important: authenticity vs credibility? Should financial planners admit to their mistakes (to be authentic), or keep their mouths shut (to maintain credibility)? Robert Cialdini writes about Bernie Madoff — the fox who bamboozled other foxes (pdf). In the Wall Street Journal, Robert Hurley lists 5 principles leaders can adopt […]
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 […]
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Build deeper trust with your clients and colleagues
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.