Seller’s Remorse in the Marketing Business
What happens when a seller feels disrespected by the buyer? If you’re a good seller, you ask what you did wrong. If not, you blame the victim.
Introducing the Trust Suite
Mark Twain supposedly said, “Everyone talks about the weather, but no one does anything about it.” These days, something like that is going on with trust. It’s the hot topic du jour; people feel intuitively that there’s something personally and economically powerful about trust. They’re right, of course. But then things get muddled. How do […]
New Trust Suite of Services
Greetings, and welcome to this month’s ebook. To date, all the ebooks have been either the Trust Matters Primer (best of blog posts) or the Trust Reader (new articles). This month I’m using the ebook format to make a very special announcement—introducing our new four-part Service Offering. At Trusted Advisor Associates, we believe trust can […]
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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.