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 […]
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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.