What Doctors and Salespeople Can Learn From Each Other
Physicians and salespeople have a lot in common. Each must master relationship skills and gain patient/customer trust to do their job right.
NY Life ex-Chairman Sy Sternberg on Trust in the Life Insurance Business: Trust Quotes #16
Interview with Sy Sternberg of NY Life regarding the principles of trust in the business of life insurance.
Accelerating Trust: Woo Woo before you Do Do (Part I)
When I lead our Being a Trusted Advisor and Trust-Based Selling programs, I ask participants early on what’s the “one big thing” they want to get out of their participation. Invariably, at least a quarter of people in the room will say something along the lines of “tools for accelerating trust-building.” And those who don’t […]
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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.