Want a (Better) New Year’s Resolution?
Some years ago I wrote about a “Better New Year’s Resolution.” It was pretty good, if I do say so myself. For years I tried to improve on it, and never could. I finally stopped trying. Here it is again, not-so-new-and-improved, but still pretty good, I think. What do you think? My unscientific sampling […]
Pain Is Inevitable, Suffering Is Optional
I recently listened to Howard Stern’s interview with (Sir) Paul McCartney. One part stood out. Howard asked Paul about multiple instances where John Lennon had been cruel towards McCartney; didn’t he feel treated unfairly, hurt, resentful, Howard asked? Paul essentially replied that no, that was just John being John, that once you accepted that as […]
Are You Self-Promotion Avoidant?
Have you ever felt compelled to share positive information about yourself with a boss or supervisor and – instead – developed lock-jaw, unable to get the words out? Your mind starts to spin into thoughts like, “What if it just sounds arrogant? I don’t want to be perceived as an egomaniac!” And so, in an […]
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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.