To Tell or Not To Tell: The Three-Question Transparency Test
We’ve all had those moments when we realized we knew something that someone else didn’t know and it was awkward. Think of the last time you were at lunch and you noticed your tablemate’s big, toothy grin adorned by a piece of big, leafy spinach—yep, that’s the kind of awkward we’re talking about. Even though […]
The February Trust Matters Review
Richard Edelman reports his takeaways from the 2010 Edelman Trust Barometer, which found, in his words, “unprecedented skepticism”. Paul McCord comes to some conclusions about how to know if the masks we wear are ethical and which masks to wear. All of us, as the Bard said, are actors on a stage, but which roles […]
The Two Times You Should Refer a Customer to a Competitor
You may be thinking, “Wait—why would I ever want to refer a customer, potential or otherwise, to a competitor?” Good—this article’s for you. In fact, there are two such situations. One won’t surprise you. The other is even more obvious—but even easier to miss. Why We Don’t Give Referrals to Competitors It’s not as dumb […]
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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.