Trust Tip 14: More Hard Talk about Soft Skills

Last week I suggested that listening was the necessary condition of most forms of persuasion: if you want to convince someone of something, you’re best advised to listen first to what they have to say. Here’s how Thomas Friedman put it: People often ask me how I, an American Jew, have been able to operate […]

Taking Trust for Granted

While trust is experienced personally, it also happens within a given social context. Sometimes we take the context for granted. Other times, it intrudes on us in ways that make us re-frame trust. Blog-reader Martin, a semi-retired general management consultant who now resides in the Caribbean, points out how things can differ when, for example, […]

The Four Ways to Increase Trust in Business

We trust individuals (or not). We also say we “trust” (or not) institutions—the SEC, Citibank, physicians (as a class), or business in general. Let’s talk about the latter. (Insert your favorite version of “trust in business is at an all-time low.”) Take the scandal du jour—options backdating—as an example (it’s tough to choose, what with […]

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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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