Anna Bernasek on the Economics of Integrity (Trust Quotes #6)
Anna Bernasek talks about her new book, The Economics of Integrity
Why Nobody Cares About You, And You Should Be Glad They Don’t
Nobody cares about you. I don’t mean your parents, of course they do. And of course your dog. And your significant other, if you have one. Maybe even your kids or your siblings, though there’s no guarantee. And maybe a great friend or two. No, I’m talking about all the rest. Your work team, your customers, your suppliers, your neighbors, […]
Career Limiting Moves: Are You Kidding?
Perhaps the most toxic thing you can hear in the arena of people management is “That’s not my job.” It should be grounds for firing. But at least it’s a declarative, first-person statement. Unlike another leading candidate for management poison: “That’s a career-limiting move.” A passive-aggressive statement if there ever was one. Let me be clear about my […]
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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.