Do People Trust Rationally?
People don’t approach trust rationally; no surprise, since we don’t buy, or vote, rationally either.
Misconceptions about Trust-based Selling: It Doesn’t Work
A misconception about Trustbased Selling is that it doesn’t make sense. It makes profound sense.
Misconceptions about Trust-based Selling II: The Time Thing
The second myth about trust is that it costs too much time and takes too long. Neither is true.
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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.