Trust on the Toll Road
A good friend of mine, Bob, recently lost his mother. Following the funeral, disheveled and still in mourning he took to the road to return to Boston. Approaching the tolls at the New York Thruway, he tried to slow down and discovered he had no brakes. In the split second Bob had to choose what […]
Baseball, Billy Budd, and Business
Dog bites man? All the time, no news. Man bites dog? That’s news. Art imitates life? All the time, no news. Life imitates art? That’s news. It was big news indeed last week in the archetypal, but lately not-so-king-of-sports American world of baseball. Here are the bare facts. Armando Galarraga nearly pitched a perfect game for the Detroit Tigers. With two […]
A Tale of Two Books: Jill Konrath’s SNAP Selling, and The MBA Oath
Reviews of SNAP Selling, and of The MBA Oath.
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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.