The Opportunity Cost of Mistrust
We all suffer – some of us more than others – from the fear of getting ‘stiffed’ by our soon-to-be client. Fortunately – or maybe not – there is a plethora of lawyers just waiting to sell you protection. Of course, your soon-to-be-client has tapped into the same infinitely deep pool of legal imagination. Maybe it’s just […]
The Biggest Trust Myth of All Time
A lot of casual bloggers out there – and a few not-so-casual writers, even some famous people – are fond of quipping about trust in ways that at first blush sound wise. But often, these aphoristic musings turn out on closer inspection to be untrue. They are pop wisdom, bubble gum sayings, reflecting a failure to apply critical […]
Are You Selling to Vulcans?
Nowhere am I so desperately needed as among a shipload of illogical humans. –Mr. Spock in ‘I, Mudd’ The iconic Mr. Spock from Star Trek was half-Vulcan, half-human. It’s the former we first notice in Spock – Vulcans are governed entirely by logic and rationality, unencumbered by emotions. But it’s his human heritage that takes Spock from […]
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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.