David Zinger, CEOs and Vulnerability
In his Zing-Review of March 3, employee engagement expert David Zinger cited research by the health care research firm Beryl on improving patient experiences in hospitals. The whole article is rich with references and research, though the title is a bit intimidating. David pulls from the final paragraph: [The CEOs’] vulnerability is the first step […]
Trust, Sales and Getting Real: Interview with Author Mahan Khalsa
Mahan Khalsa is one of the more respected names in the field of complex sales. When I set out to write Trust-based Selling, there were three books foremost in my mind; Let’s Get Real or Let’s Not Play, Khalsa’s 1999 book, was one of them. FranklinCovey bought his business, and he went on to head […]
8 MBAs Solve World Hunger. In Theory.
Back in October 2006 I started this blog, Trust Matters, by looking back from the vantage point of my 30th MBA reunion, in a post called Harvard Business School 30 Years Later: Bring Back Joe. That was five years ago. A few weeks ago I had the pleasure of joining a golf outing with 7 […]
Talk To Us
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.
FIND OUT MORE
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.