The Limits of Rational Trust: Part 2
Last week we talked about how rational trust, which is to say, being trustworthy because it can be shown that being trustworthy leads to more money or other benefits, can break down, either because a the person involved knew they wouldn’t be around for the long term, or because the reward for betraying a trust […]
Counting Down the #TrustTips: Daily Tweets on Trust
In celebration of the “The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust” a new book written by myself and Andrea Howe in partnership with Wiley Books, we’ve been tweeting a series of Daily Trust Tips. Andrea and I tweet one #TrustTip per business day, counting down until publication day, October 31. You […]
Showdown at the Used Car Corral
They wanted to sell a used truck. My son wanted to buy one for his business. He asked me to come along to help negotiate. An enticing ad had gotten us onto their lot. At this point, the truck was pretty much pre-sold. All that was left was to agree on a price that worked […]
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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.