Don’t Steal Your Client’s Spotlight
A question I often ask when running leadership development programs is, “How many of you know people who are ‘gold medal’ listeners?” Usually about one-third of the people in the audience raise their hands. Only one-third. Less than half the room. We can – and we must – do better. We all know people who […]
How to Accelerate Trust (or Not)
You may have heard the quote, “It takes years to build up trust, and only seconds to destroy it.” That saying, like several other truisms about trust, is far from true. In many ways, people form perceptions, trusting and non-trusting, with shocking speed. Furthermore, the way we use that phrase – “trust takes time” – […]
Trusted Advisor Lawyers
In Gallup’s annual poll of Most Trusted Professions, lawyers rank 11th out of 15. In our work with clients, we often ask for unprompted answers to “which professions are least trusted?” The results reliably list car salesmen, lawyers and politicians as top choices for the bottom three. It’s also true that in our practice, lawyers […]
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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.