Great All-Time Trust-based Selling Insights, #17
How asking two questions can dramatically improve long-term selling success.
Carnival of Trust for June is Up
The June 2009 Carnival of Trust is now up at Dave Stein’s blog
The Banality of Bad Behavior in the Financial Planning Business
The word “good” loses its meaning in the midst of incessant low-grade bad behavior in the financial planning sector, all too often.
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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.