Lost Wallets, Trust, and Honesty
I lost my wallet. Somewhere between a golf driving range and a supermarket, in a 30-minute period, it went missing. I turned things upside down, retraced my paths, left notes with wanting-to-be-helpful staff. I monitored accounts for three days; no bank charges, no credit card hits, so I held off canceling the cards, calling the […]
Trust, Lying and Apologies – the Brian Williams Case
UPDATE 9:30PM Feb 10: Since this post was first written, NBC News has suspended Brian Williams for 6 months. This will only heighten the buzz around something really not all that important (except to Wiliams, of course). He has become the gossip du jour, and I don’t see anyone achieving escape velocity beyond the obsession […]
When Customers Demand to Know the Price Up Front
Q. What should you say when the potential customer says, “Before we start discussions, I need you to tell me your price.” A. Tell them your price. What a concept. I know, I know. Most of you reading this disagree with me, and you’re in good company. Many respected sales writers suggest just the opposite. But […]
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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.