Why Crying In Your Beer is Just a Waste of Good Beer

(Today’s post is a rework of an earlier one, focused on trust and reciprocity of emotions). One of the great things about country music is how it speaks to the heart, about real human emotions. Among the arts, music may be the most powerful at mirroring our feelings. Then again – after a certain point, dwelling […]

Trust Matters, The Podcast: How to Present Choices to Clients (Episode 7)

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Tell Your Client Why They Don’t Need You

No, I’m not crazy. (Well, not because of that headline, anyway). It’s actually a serious admonition. Here’s why, and how. ———————- I suspect you want your clients to trust you. And I’m sure you tell them the truth about why they should buy from you. We all would like to think that’s enough for them […]

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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

TrustBasedSelling“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.

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THE TRUSTED ADVISOR

The Trusted AdvisorThis 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.

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