Trust Matters, The Podcast: How to Establish Trust When Managing a New Team (Episode 8)

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Sex, Lies and Memory. And Trust.

She says he sexually assaulted her. He categorically denies it. Surely one of them must be lying, and a Senate hearing is the right place to get to the bottom of it. NOT. I don’t usually write about current events, but sometimes a teachable moment arises that just begs to be waded into. So here […]

Working Too Hard to Make the Sale

Let’s talk about working hard. Maybe you think you’re not working hard enough; maybe someone else is guilt-tripping you into thinking so.  On the other hand, maybe you’re worried about work-life balance; or maybe you’re looking for that magic 2-day work week. These thoughts rest on one definition of working hard: hours spent. I’d like […]

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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

TrustBasedSelling“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.

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THE TRUSTED ADVISOR

The Trusted AdvisorThis 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.

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