Discounting, Price, Value and Psychology
Back in 2008, RainToday.com published Fees and Pricing Benchmark Report: Consulting Industry in which they analyzed a ton of data from 645 consultants. There were six price-related topics. One in particular has stuck with me over the years: the analysis on discounting. As the authors point out, discounting is Ground Zero for hypocrisy in pricing. Everyone decries […]
Can Trust Be Taught?
Let’s not mince words. The answer, pretty much, is yes. The exception is what the academics call social trust—a generalized inclination to think well or ill of the intentions of strangers in the aggregate. That kind of trust ends up being inherited from your Scandinavian grandparents (or not, from your Italian grandparents). The rest, let’s […]
Defining Trust
“…’tis a tale told by an idiot, full of sound and fury, signifying nothing.” —Shakespeare, MacBeth Note: This post comes out of ongoing discussions with Barbara Kimmel, CEO of of Trust Across America. She and I share a concern (as do many others) about how imprecision in speaking about trust hampers progress. It’s not an […]
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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.