Entries by Andrea P. Howe

Accelerating Trust: Woo Woo before you Do Do (Part II)

Last week in Part I, I proposed a simple three-step approach to building trust quickly. I addressed the first two steps, which I suggested are the most important and least practiced (because they seem a little woo woo). Here’s the CliffsNotestm version: 1.     Mind your mindset. Take stock of the stories you’re carrying in your […]

Accelerating Trust: Woo Woo before you Do Do (Part I)

When I lead our Being a Trusted Advisor and Trust-Based Selling programs, I ask participants early on what’s the “one big thing” they want to get out of their participation. Invariably, at least a quarter of people in the room will say something along the lines of “tools for accelerating trust-building.” And those who don’t […]

Everyday Empathy

I write about empathy a lot on these pages because it can’t be emphasized enough as a critical skill in business—and one that’s missing from most business interactions (See “The Great Empathy Famine”). Today’s blog provides some specific tips for how to make empathy commonly practiced instead of commonly absent. Empathy is the Life Blood […]

Does This Make My “S” Look Big? True Customer Focus

I’ve led dozens of learning programs on being a Trusted Advisor.  One thing I’ve learned: without a doubt, the most popular element of the Trust Equation is Self-Orientation. By “popular,” I mean it’s the one most people identify as a huge opportunity for improvement. Which makes sense, since it’s deliberately placed in the denominator to […]