Faking Sincerity: The Case of Loyalty
trust customer loyalty service retention
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 […]
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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.