A lot of time is wasted debating the relative merits of “hard” and “soft” skills. The right response is almost always “both,” and “it depends.” I want to focus here on the “both” part. There is a growing belief – particularly in tech and in consultative professions (and everything is becoming both tech and consultative) […]
I got an email. It was from a 50-ish owner of a small CPA firm – call him “Jose” – with three competing offers to buy his practice, and a few complicating life factors. He wanted advice, and wondered if we could talk. I don’t do much coaching or consulting, and he almost surely couldn’t […]
The Prisoner’s Dilemma is a classic conundrum in game theory. It purports to explain why two people might not cooperate, even if it is in both their best interests to do so. It turns out that the solution to The Prisoner’s Dilemma is also the solution to a great many sales problems—those in which your […]
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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“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.