The Disconnect Between Short-term Behaviors and Short-term Results
One of the most frequent trust questions I get is typically phrased as a dilemma: how can we establish trust-based long-term relationships in a culture that values short-term performance? But rarely have I had the question posed so clearly and sharply as in a recent discussion with an investment banker. Paraphrasing, he said: “Listen, I […]
Trust Matters, The Podcast: Building Trust When Industry Spirals Into Cutthroat Pricing (Episode 13)
The Easiest Way to Create Trust
I was in a Costco store the other day, and noticed the man whose photo you see attached here. I was struck by his t-shirt: in bold, large font, it reads, “Because I Said I Would.” That got me thinking. As founder of Trusted Advisor Associates, one of the most common questions I get over the […]
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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.