Notes
Chapter 1 Fundamental Truths
1. Source: Charles H. Green, “Do You Trust the Taxi-Driver? Or Not?” Trust Matters (blog), March 8, 2010, http://trustedadvisor.com/trustmatters/do-you-trust-the-taxi-driver-or-not.
2. Robert B. Cialdini, Influence: The Psychology of Persuasion (New York: Quill, 1984).
Chapter 2 Fundamental Attitudes
1. Mahan Khalsa, interviewed by Charles H. Green. Trust Matters (blog), March 23, 2011, http://trustedadvisor.com/trustmatters/trust-sales-and-getting-real-interview-with-author-mahan-khalsa/.
2. Source: Hazel Thompson, “The Surprising Reason You Lost That Last Sale,” Trust Matters (blog), February 9, 2011, http://trustedadvisor.com/trustmatters/how-your-fear-of-intimacy-lost-you-the-sale.
3. Source: Stewart Hirsch, “Building Trust By Design,” Trust Matters (blog), June 9, 2011, http://trustedadvisor.com/trustmatters/building-trust-by-design/.
Chapter 3 The Dynamics of Influence
1. Source: Charles H. Green, Trust-Based Selling (New York: McGraw-Hill, 2005), 81.
2. Robert B. Cialdini, Influence: The Psychology of Persuasion (New York: Quill, 1984).
3. John Gottman and Nan Silver, Seven Principles for Making Marriage Work (New York: Crown Publishers, 1999).
4. Source: Andrea Howe, “Everyday Empathy,” Trust Matters (blog), July 22, 2010, http://trustedadvisor.com/trustmatters/everyday-empathy/.
Chapter 4 Three Trust Models
1. Source: Andrea Howe, “Impeccability vs. Perfection: Who’s Got Your Back?” Trust Matters (blog), March 4, 2010, http://trustedadvisor.com/trustmatters/Impeccability-vs-Perfection-Whoand8217s-Got-Your-Back/ ...
