How (Not) to Ask for Recommendations, Referrals and References
A while back I met a first-time author, who gave me a copy of their book. Shortly after, I got an email from the author’s publicist, saying: “…We’d appreciate it if you would post your 5-star review of the book on Amazon…” Now: I don’t mind being asked to post a review of a book (though […]
Competing with Colleagues
When I co-wrote The Trusted Advisor with David Maister and Rob Galford a few years back, it became reasonably successful within several months. (Amazingly, it still ranks #5,252 – as of last night – on the list of all books on Amazon. That’s all books, including Harry Potter, Malcolm Gladwell, etc. I’ll take long-sellers over best-sellers any day […]
Building the Trust-based Organization, Part II
In last week’s “Building the Trust-based Organization Part I,” I suggested that approaches to trust at the organizational level fell into several categories. Like the parable of the blind men and the elephant, all captured some part of the puzzle, but none grasped the entirety of the issue. The five categories I listed were: 1. Trust […]
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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.