Can You Trust the Data on Trust?
It’s late January. That means the business media are full of two events: the Davos World Economic Forum, and the Edelman Trust Barometer (announced at Davos, of course). This is the 11th year of the Trust Barometer, which means it’s a measurement that increasingly permits study over time. It’s a rich source of information and […]
Sex, Lies and Sales
Most salespeople have a complicated relationship with the truth. It’s not hard to understand why, but most of us shy away from truth-telling. Too bad for us. It’s not only misguided—it actually doesn’t work. (And don’t worry, we’ll get to the sex part later). Take James—a smart, personable man in his 40s. He approached me […]
The Best Business Blog You Probably Haven’t Read
My nominee for one of the best business blogs ever is The Cynical Girl, previously known as Punk Rock HR. It may also be the funniest business blog going. In a recent posting, Laurie Ruettimann explained what employers think makes a great employee: a super hardworking slob who labors for love of the company and […]
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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.