Arguing Rationally to the Irrational
How do companies navigate the circular logic of convincing irrational people by appeal to rational logic?
The Boston Consulting Group Caused the Recession
A (slightly) tongue in cheek explanation for how strategy and business process reengineering have had some negative consequences on the global economy.
July Carnival of Trust: Call for Submissions
A reminder: midnight tonight, Thursday July 9, is the due date for submissions to the July Carnival of Trust. Not heard of the Carnival of Trust? It’s a compilation of the Best Blogposts of the past month having to do in some way with the subject of trust: trust in relationships, business, politics, society–it’s a […]
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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.