StoryTime: When to Walk Away
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 an unexpected way to recover lost trust. Today’s anecdote zeroes in on the importance of personal integrity. A New Anthology When it comes to trust-building, stories are a […]
When Failure is an Option–and an Opportunity
“Park the car,” the officer said to my 17 year old son who was taking his driving test. He had put the car in drive and was about to make a left turn out of the parking space as the officer instructed. He’d gone all of about 2 feet. But he did not look to […]
Straight from the Headlines: Trust in People, Companies, Nations
Three trust-related headlines last week: An insider trading conviction for hedge-fund billionaire Raj Rajaratnam, A free-fall in Morgan Stanley’s stock price, and A drop in the Chinese government’s credibility. A Person Mr. Raj Rajaratnam, former head of the Galleon Group hedge fund, and once worth a billion and a half dollars, was sentenced to 11 years in […]
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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.