Trust Based Selling in the Real World Case Study Number 42
Sometimes what looks like taking a risk is the safest thing to do in sales.
Bear Stearns, Enron, and Some Confusion About Trust
A trust-based business model should imply more than that we trust the CEO isn’t a crook.
Customer Service Showdown: The Cable Company vs the DMV
The NJ Department of Motor Vehicles gives vastly better service than the cable company Comcast.
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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.