Trust Matters: The Trust Reader Volume 5
Welcome to May’s ebook, Volume 5 of the TrustReader. The TrustReader series announces the publication of new articles on the Trusted Advisor website. This month’s issue consists of three customer-focused articles. We lead with the psychological paradox that lies at the heart of selling. There is always a tension in business, between the needs […]
Relationships and Transactions, Clients and Markets
The world is moving to two kinds of industry models, and very few of us are clear which end is up.
The Carnival of Trust for May 2010 is hosted by Julian Summerhayes
May Carnival of Trust
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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.