Trust Tip 26: Check Your Ego at the Door
Trust listening sales presentation pitch
Why You’re So Predictable
Fortune talks about recommender systems. Take Amazon’s “if you liked The Da Vinci Code, you’ll love Blink.” Now move from book-to-book relationships into book-to-other relationships: “If you liked the Da Vinci Code, you’ll like a Jura Capressa espresso maker.” That’s a recommender system. Fortune’s example is www.whattorent.com, helping slackers save time at 10PM Friday night […]
Trust on the Amtrak
I was on the afternoon Amtrak Acela Express from Boston to New York. I got on at the Back Bay stop in Boston (the second stop), and went to the next-to-last car, designated as the Quiet Car. It has signs posted asking customers to talk quietly, and to not use cell phones. After a while, […]
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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.