Gallup on Banking: Squandering Trust for 32 Years
When a child is untrustworthy, parenting is needed. When an adult is untrustworthy, counseling can help. When a company is untrustworthy, markets exact discipline. But what if an entire industry has lost trust? What kind of a problem is that? And how can it be solved? The Banking Industry A recent Gallup survey makes the […]
ACTION REQUIRED: Read my email PLEASE! (Part 1)
Have you ever sent out an email like this? Subject: Prep for client mtg next week and one-on-one mtg times To prepare for our meeting, would each of you please provide: Your updated bio Any agenda items in addition to those listed below Let me know your availability for a one-on-one meeting anytime Mon-Thurs next […]
The Connector and the Catalyst: She Said, He Said
We’re shining a spotlight on Trust Temperaments™ in our team over the next few months. Recently, I wrote about the six different temperaments we’ve identified in our research. Today, experience the temperaments in action through a conversation between a Catalyst and a Connector—our very own Charles H. Green and Andrea P. Howe.Listen in as they […]
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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.