The Trust Equation
Trustworthiness = (Credibility + Reliability + Intimacy) / Self-Orientation
The above equation was a central part of a discussion with Charles Green, author of a series of books that have long been a favorite of mine. I own all of them and even have one in both print and audio. These books seem to be timeless and never more on point than the present.
- Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships
- The Trusted Advisor
- The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust
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