What Introductions Can Teach Us About Trust
A training exercise beginning with introductions can tell us a lot about how and what we trust.
A Story About the Power of Stories
Why stories are a powerful supplement to listening for trusted advisors who wish their advice to be taken
Best B2B Sale of the Month: Selling by Doing, Not Selling by Telling
A great job of successful selling by directly addressing issues in real time–selling by doing.
Talk To Us
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.