How I Quit Smoking
I smoked cigarettes until I was in my mid-forties. I smoked pretty heavily–more than two packs a day–and had done so pretty much forever (despite running the Montreal Marathon back in 1982, when I quit for several days). It wasn’t that I didn’t know how stupid smoking was. I could feel it myself. But as […]
Trust Tips: A Deeper Look
The countdown continues until “The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust,” (from Wiley Books) hits shelves everywhere. As we eagerly await publication, my co-author, Andrea Howe, and I are posting a series of daily Trust Tips. These brief yet insightful tips can be found on Twitter by using the hashtag #TrustTip. […]
How the Mortgage Crisis Made Us Immoral
If you own a house and I’m your neighbor, I’ll respect your property rights. It’s just the right thing to do. (Though if there’s a fire at my place, I might break in to borrow your fire extinguisher). If you live in a nice neighborhood, you have little to fear from the more modest parts […]
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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.