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 […]
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 […]
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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.