What Con Men Can Teach Us About Trust
Regular Trust Matters readers know I speak positively about trust. But there is no trust without risk. Trust can be misplaced, or abused. Bad consequences ensue. Thanks to prodding from regular reader Martin Dalgleish, I think it’s time to explore the dark side of trust. Trust can be violated at a personal level; at an […]
Evaluating Paulson and the Biggest Trust Me Since Iraq
How trustworthy is Treasury Secretary Paulson at this key economic juncture?
Wall Street and Broken Social Trust
I’m hardly the first to cast the financial meltdown in terms of broken trust. But usually that means something like "we can’t trust they’ll still give us credit." There is a much deeper, distinctive pattern that leads to broken trust, and it works the same personally as it does socially and economically. That pattern is […]
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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.