How to Soft Sell a Hard Drive
I love my computer tech guy. He’s smart, savvy and responsive. Never lets me down. And even though I’ve got a small business, without servers and multiple users or even using his enterprise server, he treats me the same as he does his larger clients. While he was logged in fixing my computer problem, he told me […]
Too Big to Trust? Or Too Untrustworthy to Scale?
This will be my fourth week on the road; more on that later in the week. At least all that plane time (and waiting in lines time) makes for good reading time—thanks to the iPhone Kindle Reader app. (and no they don’t pay me for saying it). I’m re-reading Francis Fukuyama’s 1995 classic Trust: the Social […]
The Wrong Elevator Speech: Disaster and Recovery
Worried about your elevator speech? It was nothing like this one, I’ll bet.
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Build deeper trust with your clients and colleagues
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.