Managing For Trust
Supposed you asked me the score of the latest Boston Red Sox vs. New York Yankees game, and I told you “12.” You: Twelve? What kind of score is that? Me: Twelve points were scored in the game; you asked the score, that’s it. You: Well, who scored how many? Me: New York scored 7 […]
Building Trust By Design
Pat’s story… This past Memorial Day at our family picnic, neighbor Pat Pannone shared a story. An architect who often gives away his professional expertise as a volunteer on projects, Pat at times is asked by fellow volunteers to do architectural work for them. About a year ago, one of them invited Pat to design […]
Man Bites Dog: A Relentless Onslaught of (Online) Civility
Rodney Dangerfield said, “I went to the fights; a hockey game broke out.” The crusty old editor says to the cub reporter, “Don’t give me dog bites man; if you’ve got man bites dog, now that’s a story!” Something like that is happening over at Forbes Magazine, where TCU Economist John T. Harvey has guest-written […]
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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.