Trust Primer Volume 10
The theme of winning has for decades heavily influenced our approach to business. It seems as obvious as the air we breathe, hence we don’t even notice it. But winning has not always occupied the dominant positions it does today; go back and read Peter Drucker, for example. If we deeply explore the idea of […]
Upcoming Events and Appearances: Trusted Advisor Associates
Join us at one or more upcoming Trusted Advisor Associates events. This Spring, we’ll be hosting and participating in events in New York, NY; Washington, DC; and Fargo, ND and through globally accessed webinars. Also, a word about the Trusted Advisor Mastery Program. ———————————————— Mon. Mar. 28th New York, NY Sandra Styer Sandy Styer will […]
Reduce Stress: Stop Selling. Start Helping.
A lawyer I was coaching recently felt his sales performance was weak. He had a few prospective clients asking him about his services and “kicking tires” but not retaining him. After discussing the specifics of one such prospective client, I asked him: “what was your goal with this person?” He responded: “To make him a […]
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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.
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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.