Magic Johnson, Peter Guber and Business Stories
We all know the power of stories in business. We know too that it’s the heroes who give stories power. The hero may be a person, a brand, a company, or it may be the listener. When the story and the hero are strong, it resonates with the audience. Peter Guber and Magic Johnson In […]
Think Before Sending
What would you do? That’s what my daughter’s 8th grade class was asked last year. The subject: texting secrets. One girl had texted to a friend another friend’s embarrassing secret. But she didn’t just send it to one BFF— the text went out to everyone in the class—including, of course, the hapless girl whose secret […]
The July Trust Matters Review
Mary C Shaeffer reminds us that feeling uncomfortable when you give an employee bad news is about you, and that what they need is what you should be focused on. Which is to say, it’s not about you. Read for some very practical advice and a good head-straightening. Ian Brodie walks us step by step […]
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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.