The S Trap: Is Self-orientation Destroying Your Trustworthiness?
Since The Trusted Advisor was first published in 2000, the most popular theme in the book has been the Trust Equation. And within that equation, the factor that has stirred the most interest over the years has been the denominator, self-orientation. In the trust equation, since the S factor is in the denominator, a high level of self-orientation reduces […]
Who’s to Blame When Your Client Is a Jerk?
Let’s face it, in professional services, difficult clients come with the territory. You’ve probably encountered at least one: A client who refuses to share information, explore ideas, or otherwise engage in making the project a success. A client who cannot make a decision, no matter how much information and analysis you provide. A client who […]
20 Years of Trust: What Has Changed
It’s been 20 years since the release of The Trusted Advisor. As we began the process of creating the 20th Anniversary Edition, we dived into deep reflection on how building trust has changed over the last two decades. Surely it had to be vast… when the first book was released many people didn’t have an […]
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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.