Integrity: What’s Up With That?
Like trust, integrity is something we all talk about, meaning many different things, but always assuming that everyone else means just what we do. That leads to some vagueness and confusion. But a careful examination of how we use the words in common language is useful. Integrity and the Dictionary Merriam Webster says it’s “the quality […]
Trust-Based Selling Between Cultures
The hardest thing about describing Trust-based Selling to Americans is the idea that the first step in selling has nothing to do with selling. They just don’t get it. Maybe this will help. Jim Peterson—lawyer, accountant, former newspaper columnist, blogger—told me this delightful story about himself. I’m an American, and had moved to Paris as […]
When the Client Cuts Your Face Time in Half
Are you having trouble with scheduled client meetings getting blown off? For example: your progress update meeting with the client is scheduled for an hour, starting at 11AM. You’re hopeful it might extend to a lunch invitation. 11AM comes and goes, and the client is still in a meeting. Word comes from the client’s AA […]
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.