The Single Fastest Thing You Can Do to Increase Trust
Trust takes time. Well, as I’ve said countless times – that’s the biggest myth out there. Trust can be built in a matter of moments. It’s all about how you go about it. And I can share with you how you can build trust…fast. ——– That’s quite a claim. But I think I can back […]
Integrity: What’s Up With That?
Integrity, like trust, is something we all talk about, meaning many different things – but always assuming that everyone else means precisely the same that we do. That leads to vagueness and confusion at best – and angered accusations at worst. Particularly in this time of elections, a careful examination of how we use the […]
Giving Prospects the Confidence to Hire You
When it comes to selling – many of us focus on our fears. “Will they buy?” “Are my services priced right?” “What are they looking for?” “Will they go with me?” These questions inevitably lead to a dance that involves both buyer and seller, a delicate tip-toeing around the heart of the matter. We try to […]
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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.