The Lady or the… A Values Quiz
This is a values quiz. It’s based on a story. Here is the story as it was told to me: A Lady and a Man, very much in love, were separated by a river deep and wide. They longed to be together, but didn’t have a way to get across. One day a Boatman came […]
Virtues and Values: Building a High-Trust Organization
Howthe virtues and values of trust serve as the foundation to a high-trust organization
Dealing with Pricing Objections: Podcast with Charles H. Green on TotalPicture.com
Totalpicture.com podcast asks Charles H. Green what to do when your clients and customers push back on price.
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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.