Want a (Better) New Year’s Resolution for 2022?

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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Build deeper trust with your clients and colleagues

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

TrustBasedSelling“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.

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THE TRUSTED ADVISOR

The Trusted AdvisorThis 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.

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