New Sales Book: Willing to Buy
One of the (mixed) blessings of being a published author is that other aspiring authors send you manuscripts to review (with the hope I'll promote them). I try to respond…
How To Become A Trusted Advisor: 5 Surprisingly Common Myths About Trust
A big Trust Matters welcome to Ago Cluytens, whose guest blogpost follows. Ago is not only a sales expert, but also a past buyer of B2B and consultative services--he has worked…
Facts, Phrases, and Ferguson
“Hands up, don’t shoot,” became a chanted slogan for outraged protesters after Michael Brown’s killing in Ferguson, Missouri. There was considerable mainstream media skepticism from the beginning about whether Mr. Brown actually had…
Crime, Fear and Trust
Most casual readers of the general press know three things: crime is up, public safety is down, and trust is declining. The problem is: the first two are flat out…
Lost Wallets, Trust, and Honesty
I lost my wallet. Somewhere between a golf driving range and a supermarket, in a 30-minute period, it went missing. I turned things upside down, retraced my paths, left notes…
Trust, Lying and Apologies – the Brian Williams Case
UPDATE 9:30PM Feb 10: Since this post was first written, NBC News has suspended Brian Williams for 6 months. This will only heighten the buzz around something really not all…
When Customers Demand to Know the Price Up Front
Q. What should you say when the potential customer says, “Before we start discussions, I need you to tell me your price." A. Tell them your price. What a concept. I…
When Others Abuse Your Trust
Has your trust ever been violated? Did someone, once upon a time, abuse your trust? Have you ever placed your trust in someone or something, only to discover – painfully…
Trust and The Mentalist
Some of you may be familiar with the CBS TV series The Mentalist, starring Golden Globe nominee Australian Simon Baker. The lead character, Patrick Jane, is a consultant to law enforcement…
Cross Selling: Part 3 of 3 – How to Get It Right
This is part 3 of a three-part series. If your organization offers multiple service offerings, you may find this series of interest. Part 1 – What’s at Stake Part 2…