The Cost of Freedom, the Savings of Trust
trust economics freedom
Trust Tip 32: Answering “Why Should We Choose You?
It happens most overtly in a sales presentation: “So tell us, Mr. Jones, why should we choose you?” Words vary. You may recognize: What makes you folks different, what sets you apart? Or, Why should we believe you’re different from all the others? When a client or customer asks that question, many things are going […]
Random Acts of Guitars
trust focus listening attention
Talk To Us
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.