Trust Tip 7: Returning Calls Unbelievably Fast
This is a simple tip with outsized impact. How many people have not returned a call (or email) you placed to them 3 days ago? 4 days ago? 5 days ago? Think about what those non-actions cost you. They create a low-grade, chronic, sub-conscious tension, a sense of annoyance and resentment that you can’t do […]
The Next Big Trust Scandal: Options Backdating
The scandal du jour is options backdating. Recently, it was illegal snooping by a Board Chairman. We’ve seen late-trading and front-running charges at mutual funds, payoffs and rigged bids in the insurance industry. We’ve seen over-reported oil reserves, and under-reported profits. The mothers of all recent scandals—Worldcom and Enron—have pretty much wound down. In perhaps […]
Trust Your Teen, Trust Your Economy
Let’s say your 17-year old daughter wants to have a few friends over when you’re out of town overnight. Do you say: a. No way, unless (no more than three friends, only girls, gone by 10PM, neighbor checks in, etc.) or, b. okay, and I expect you to behave responsibly or you’ll be grounded for […]
Talk To Us
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.
FIND OUT MORE
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.