Charles Handy vs. Web 2.0
You know eBay and Amazon. You’ve probably heard of LinkedIn. You may have heard of Opinity. You’re less likely, I suspect, to have heard of RapLeaf. Here’s how they describe what they do: Linked-In: People search; promote your business; get a job; publish your profile; hire through referral; one-click ref checks…Opinity: Using your Opinity profile, […]
Trust Tip 20: How to Close a Sale
For those of you in business development and sales, what would you say is the most important aspect of that process? Here’s what the market thinks. Or, at least what Amazon’s search algorithm produces when the word “sales” is linked to a related term: Sales 302,410 Sales price 24,969 Sales pitch 11,797 Sales meeting 5,608 […]
Advertising and Trust
When is an ad not an ad? Does the movie Borat mock Kazakhstanis, or Americans? Is Bill Clinton really good at faking sincerity? And what does all this have to do with trust? Fasten your seatbelts for this one. Anastasia Goodstein, over at Ypulse, posts The Chinese Wall Has Come Tumbling Down. She’ s referring […]
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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.