An Easy Way to Increase Your Trust Quotient
I was on the plane yesterday from New York to Seattle. It’s a breakfast flight. The menu has three options: French toast, omelette, or cereal with banana. The woman next to me—healthy, casually but not inexpensively dressed, a bag full of intellectual reading material—I peg as a clear cereal-banana candidate. She does not disappoint. When […]
Do You Trust Anonymous?
Would you trust an anonymous person? Turns out, you just might.
Collaboration as a Strategy, Not a Tactic
First, some context. Two weeks ago I wrote an article in Businessweek.com called Wall Street Run Amok: Harvard’s to blame. In it, I suggested that business schools including Harvard have over-taught competition, and under-taught collaboration—a concept more appropriate to our connected times. CNBC saw the article and interviewed me, albeit over-playing the blame-Harvard angle. Then, […]
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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.