The Not-so-Great Social Media Debate
The debates over social media mirror past debates over technology; plus ca change…
TrustedAdvisor Associates Workshops & Events, Fall 2010
Join us this Fall at one or more of our 2010 TrustedAdvisor Associates events in McLean, VA; Livingston, NJ; and through globally accessed webinars! Topics include "How Smart Companies Make the Sale." We hope you’ll be able to attend and look forward to seeing you! —————————— Tues. Oct. 26th Livingston, NJ […]
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 […]
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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.