How the Best Leaders Build Trust
Building trust is one of the most important responsibilities facing leaders today. While organizations go to great lengths to establish a culture that encourages trust, it falls upon individual leaders to bring that level of trust to their teams.
Why You Should Refer Your Competitors to Your Clients
(I dug this out of the old chest; it still holds up). Refer your competitors to your clients in the sales process. Yes, I do mean it. This is not a sarcastic title, or a clever trick. But I’ll warn you: your motives will affect your outcome. Step One—check your objective. Is it: a. To […]
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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.