Living Inside a Pariah Company
A while back I wrote a very critical blogpost about Volkswagen. I was, of course, hardly alone in doing so; the scandal they incurred at the time created major tremors in the business world. But in the years since, I’ve been trying to think in different terms – in particular, what must it have been like to […]
Best Practice for Opening a Sales Call: Bring a Risky Gift
How do you open a sales call? Do you strive to establish credibility? Thought leadership? Make a positive first impression? Establish trust rapidly? There are lots of answers to that question, and I’m going to suggest most of them are sub-optimal. And, I’m going to suggest, there is one single Best Practice way to do […]
Being Offensive vs. Being Offended – and Trust
When you offend someone, someone is offended. That seems obviously, trivially true. But the two are very different events – each touching on a part of the human experience, and each teaching us something about trust. The Social and the Psychological Disrespecting someone is a social violation: it is not a nice thing to do. […]
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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.