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, […]
Trust, Betrayal and the 9/11 Jumpers
Several months after 9/11, I had dinner with friends—a couple from New York. One’s a doctor, the other runs a small business. Both are well-educated, successful people. They told me that the press had hushed up a major disaster affecting the PATH system (stands for Port Authority Trans-Hudson Rail; they run light rail trains from […]
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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.