To Live Outside the Law You Must be Honest
Bob Dylan long ago surpassed his namesake Dylan Thomas in fame. His lyrics grace the lists of most popular lyrics of all time; my favorite is “the ghost of electricity howls in the bones of her face…” from Visions of Johanna. Some lines are more than just poetically evocative – they also hint at serious truths. […]
Can You Ethically Sell to a Friend?
Maybe you have a college classmate in a company your firm would like to sell to. Maybe a neighbor down the street works for an organization you wish you could sell to. Maybe you’ve become friendly with someone in a client company for which you’d like to do further work elsewhere in the organization. Can you […]
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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.