The Surprising Reason You Lost That Last Sale
How many times do we hear from someone out of the blue and wonder what it is they are after? Recently I met a CEO from an ASX top 200 (our Aussie version of DJI or FTSE 100) company at a social event. I had gotten to know him through my work with a Big […]
Spamfitti: Mindless Following and Promiscuous Friending
Email is being replaced by Twitter and Facebook. Or, maybe it’s not. But what do you call it when a Twitterer follows 3,000 people, has 2,800 followers—and has yet to write a single tweet? Are they ‘friends’? I suggest it has something in common with both spam and graffiti, and requires a new word–‘spamfitti.” This […]
A New Cybercrime…Spying On Your Spouse?
In his introduction to the Trusted Advisor Mastery Program launched in November, 2010, Charlie Green talks about the skills for being a trusted advisor including “doing the right thing, in the moment, as it’s called for.” What does this have to do with cybercrime and spouses? According to an article posted by the Detroit Free […]
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.