Trust Tip 20: How to Close a Sale

For those of you in business development and sales, what would you say is the most important aspect of that process? Here’s what the market thinks. Or, at least what Amazon’s search algorithm produces when the word “sales” is linked to a related term: Sales 302,410 Sales price 24,969 Sales pitch 11,797 Sales meeting 5,608 […]

Advertising and Trust

When is an ad not an ad? Does the movie Borat mock Kazakhstanis, or Americans? Is Bill Clinton really good at faking sincerity? And what does all this have to do with trust? Fasten your seatbelts for this one. Anastasia Goodstein, over at Ypulse, posts The Chinese Wall Has Come Tumbling Down. She’ s referring […]

Legacies, Left Tackles and Investment Banking

Three cool books to tell you about. Looking Back – The Power of Legacy First is Your Leadership Legacy, by Robert M. Galford and Regina Fazio Maruca. [Disclosure: Rob was my co-author, along with David Maister, on The Trusted Advisor]. It’s built around one of those ideas that can sound fluffy and vague—until you grasp […]

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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

TrustBasedSelling“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.

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THE TRUSTED ADVISOR

The Trusted AdvisorThis 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.

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