The Four Ways to Increase Trust in Business
We trust individuals (or not). We also say we “trust” (or not) institutions—the SEC, Citibank, physicians (as a class), or business in general. Let’s talk about the latter. (Insert your favorite version of “trust in business is at an all-time low.”) Take the scandal du jour—options backdating—as an example (it’s tough to choose, what with […]
Customer Focus, Culture Vulture and Gaining Trust
“Customer focus” has achieved the status of unquestioned business virtue. Hundreds of books and gurus attest to the power of customer focus to improve sellers’ business results. Customers benefit too by getting what they need. Ain’t it grand, how the invisible hand turns greed into social welfare? That’s the theory—but theory is getting stress-tested. A […]
Trust Tip 13: Giving Speeches, Listening Skills
Suppose you had to give a speech. To which audience would you rather present? The National Speakers Association The International Listening Association Microsoft The NSA might sound the most intimidating. Then again, they’d probably empathize. Microsoft would probably be the worst—doing email and blackberries throughout. Which makes me think, “hey, the ILA would probably be […]
Talk To Us
Build deeper trust with your clients and colleagues
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.
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.