The November Top 5!
Thank you very much to everyone who read, commented or linked to these posts. Trust Tip 14: More Hard Talk about Soft SkillsEveryone knows you’re supposed to listen with your complete attention. But how can you do that if you’re thinking about what you’re going to say next? The answer is, you can’t. Here’s how […]
Pfizer, Doctors, Sales and Trust
NEW YORK (Reuters) – Pfizer Inc. said last week it would cut its U.S. sales force by about 20 percent, or some 2,200 jobs, as part of a comprehensive cost-cutting program. Good move. Wrong reason. Pfizer is the world’s largest pharmaceutical maker, with a vaunted sales force. The cut is big news. But at least […]
Win Ben Stein’s Trust
Here are two provocative takes on the issue of trust in corporate governance. One comes from Jim Peterson at the International Herald Tribune; the other from the multi-talented Ben Stein (yes, that Ben Stein). Peterson, in Can Shares for Directors Fill In for Virtue? takes a side swipe at the prevailing wisdom of compensation consultants, […]
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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.