Why the Talking Stick Creates Trust
The morning news is celebrating a minor triumph of civility in the United States Senate. Senator Susan Collins helped broker a (very) short-term deal by using a talking stick – a centuries-old example of early social engineering from Native Americans. What’s interesting here is not the agreement itself, but how the use of the talking stick […]
Leadership, Trust and Intangible Services
Where do you draw the line between general best practices and vertical industry-specific applications? The answer, of course, is it depends. Specifically, it depends on the best practice, and on the industry. But what does that mean in the general case of leadership, and the specific industry of complex intangible services? ——- Think of all […]
Ditch the Elevator Pitch and Take the Escalator or the Stairs
As tech infiltrates every aspect of our personal and business lives, efficiency becomes an ever-more celebrated virtue. This is as true in communications as elsewhere. Think one-word book titles (Blink, Switch, Drive); think the obsession with CRM metrics; and think the Elevator Speech. — You know the “Elevator Speech.” It’s the hypothetical answer you would […]
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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.