Success – and Measuring Success
In most walks of life, we know the difference between measures and the things they measure. But in business, we confuse profits with success itself. Not right.
Incenting Good Behavior? Or Insulting Customers?
Sometimes it’s good to train customers. But you’d better do it right.
Can Advertising Avoid Being Cynical?
Liberty Mutual comes up with an ad campaign that calms at least one cynic.
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Build deeper trust with your clients and colleagues
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.