A Birthday, a Funeral and a Centenarian
In the last month, I’ve been touched by significant moments in the lives of three dear friends. Nick died too early, at 59; I attended his funeral. I was at Phil’s 70th birthday party. And I spent two days with Eric, who is three months shy of 100 years old. All three had changed significantly […]
Why Hard Trust is Gained from Soft Skills
I was in Toronto. Barely glancing at a $10 bill, I thought, “Ha—they misspelled the word ‘dollar,’ those silly Canadians.” An instant later, I realized the fault was mine, not Canada’s. But before that realization happened–I had made a judgment. And much trust works that same way. Think hard data causes trust? Think again. Hard […]
15 Ways to Build Trust…Fast!
In case you missed it, here’s your opportunity to get a copy of our latest eBook, “15 Ways to Build Trust … Fast!” It’s the first in the new Fieldbook series, celebrating the forthcoming release of The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust (Wiley Books, October 31, 2011), by Charles H. […]
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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.