Making Excuses To Strangers Is A Sign Of Self-Orientation
Earlier this week, I wrote about the critical role played in the Trust Equation by the factor of Self-Orientation. The brief version is: The biggest killer of trustworthiness is high self-orientation – a tendency to focus too much on ourselves. That’s the theory. Now let’s have fun with some examples. With a tip o’ the hat […]
Is Self-Orientation Killing Your Trustworthiness
When Maister, Galford and I wrote The Trusted Advisor in 2000 one of the more popular themes in the book was the Trust Equation. Where: TQ = Trustworthiness C = Credility R = Reliability I = Intimacy S = Self-Orientation And within that equation, the factor that has stirred the […]
Giving and Getting Respect
Respect is a theme I run across in my work with trust. Many people say they want to be trusted. Yet they feel disrespected by those from whom they seek trust. In such cases, “they don’t trust me” quickly breaks down into “they behave disrespectfully toward me.” A desire morphs into a resentment. The unconscious implication is […]
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.