Trust Tip 47: Subsidize Marketing with Sales
trust screen qualify lead sales sell
The Perversity of Measuring Trust
I once consulted to a convenience store chain with 150% store manager turnover. Turns out they gave lie detector tests to each manager every month to cut down on theft. The frequent measurement sent a message to managers— “someone must be getting away with this, maybe I’ll try it.” Click. Results perverted. The Gallup Management […]
Trust, Da Ali G Show, and Manipulation
This blog writes about matters of trust: usually from the perspective of the one who would be trusted or trustworthy. What about the flipside; when we ourselves are the ones doing the trusting? David Maister has a provocative post on that subject, called “Can we be manipulated?” He cites a new book, a recent Wall […]
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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.