Fixing What Ails Wall Street: Ethics, or Incentives?
The financial sector is short on both aligned incentives and ethics; but one is more to blame than the other.
Is Trust the Answer to Your Short-Term Memory Loss
I think I’m more forgetful these days. Names, next steps, appointments; calls to return, to-do’s. Is it due to age? Perhaps; every year I seem to get 365 days older. Is it due to the complexity of the world? These days, 6 degrees of separation is so five minutes ago. It’s at least down to […]
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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.