Insurance Fraud, Short-Selling and Why You Can’t Trust Stock Analysts
In some industries we are inured to fraud; we shouldn’t take it.
Does Business Squeeze the Poor?
Is business neutral with regard to the poor? Or is it anti-poor?
Hostage Negotiation – Lessons for Selling, Customer Service and Business Relationships
How we hold ourselves hostage, and destroy sales and relationships by so doing.
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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.