Trust, Violence and Congresswoman Giffords
The attempted assassination of Congresswoman Giffords in Tucson this weekend is related to trust. I’m not talking here about interpersonal trustworthiness. Nor am I talking about polls and surveys about which institutions or professions are up or down in the public’s sentiments. I am talking about what the academics call “generalized trust.” (See interview with […]
Upcoming Events and Appearances: Trusted Advisor Associates
Join us at one or more upcoming Trusted Advisor Associates events. This January we’ll be hosting and participating in events in Fairfield, New Jersey; Seattle, Washington; Portland, Oregon and through the globally accessed radio show “Trust Across America.” Also, a few words about the new Trusted Advisor Mastery Program, and an offer to vote in […]
Tell Your Customers Why They Don’t Need You
You probably want your customers to trust you. And you probably tell them the truth about why they should buy from you. You might think that’s enough for them to trust you, but of course it’s not. Oddly, what’s missing is telling them something about why they might not need you. Here’s why. Consider these […]
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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.