The Art of Listening: Establishing Trust without Saying a Thing
Buyer Psychology Ask a client what they want, and they’ll tell you “expertise; credentials; someone who’ll meet my needs.” Ask them what their needs are, and they’ll tell you. But ask really successful salespeople (or honest clients with experience in buying), and they’ll tell you how it really works. Clients only ask for credentials and […]
Living Inside a Pariah Company
Last week I wrote a very critical blogpost about Volkswagen. I was, of course, hardly alone in doing so; the scandal has created tremors beyond even recent examples. But in the days since, I’ve been trying to think in different terms – in particular, what must it be like to be an employee of VW in these […]
The VW Trust Sinkhole: It’s Worse Than You Think
A. The Volkswagen Emissions Scandal. Q. What do you get when you assign German engineering the task of developing a high-performance trust-and-ethics violation? If you don’t know the basics of the VW emissions scandal, read up on it here. The basics: on the diesel engine models it sent to the EPA for US emissions testing, […]
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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.