Trusted Advisors: Are You Joking?
A doctor, a lawyer and a rabbi all walk into a bar. The bartender says: “What is this, some kind of joke?’” Notice: It’s never a manufacturer, a schoolteacher and a dancer who walk into the bar and serve as setup-lines for our jokes. Instead, it’s those who should be our most trusted advisors: doctors, […]
Story Time: Leading with Trust in the C-Suite
When it comes to trust-building, stories are a powerful tool for both learning and change. Our new Story Time series brings you real, personal examples from business life that shed light on specific ways to lead with trust. Today’s anecdote zeroes in on being trustworthy in the C-suite. A New Anthology Our upcoming book, The […]
Are You the CEO of Your Brain?
You think you’ve got it under control. Signed, sealed, all but delivered. You are in charge. Suddenly, the Itty-bitty Shitty Committee cranks up the volume in your head. Can’t, shouldn’t, better not, watch out for, told you so, what if. The cacophony becomes overwhelming. Suddenly, nobody trusts you. And why should they? You are no […]
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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.