Which is a better deterrent to crime: jail sentences, or restraining orders? We normally apply these sanctions against perpetrators of domestic violence, or robbery. But what about the scandal du jour—endemic stock option abuse? Which is a better deterrent to stock options abusers: prison sentences, or structural reform around corporate governance? The latest twist in […]
When I give seminars or training sessions, I often begin by asking for participants’ expectations. And reliably, at least one of the first two will say, “I’d just like to learn some tips and tricks to become more trusted.” Tips and tricks to become more trusted. Of course, my first reaction—which I’ve learned to stifle—is […]
One of the biggest reasons sellers and marketers don’t become trustworthy is that they chicken out. At the last minute, they can’t give up control. They’ve got to tweak the truth just a bit; or whine just a touch to get the sale this quarter; or massage the message just a tad. And poof—self-orientation rears […]
Trust listening sales presentation pitch
Fortune talks about recommender systems. Take Amazon’s “if you liked The Da Vinci Code, you’ll love Blink.” Now move from book-to-book relationships into book-to-other relationships: “If you liked the Da Vinci Code, you’ll like a Jura Capressa espresso maker.” That’s a recommender system. Fortune’s example is www.whattorent.com, helping slackers save time at 10PM Friday night […]
I was on the afternoon Amtrak Acela Express from Boston to New York. I got on at the Back Bay stop in Boston (the second stop), and went to the next-to-last car, designated as the Quiet Car. It has signs posted asking customers to talk quietly, and to not use cell phones. After a while, […]
Several months after 9/11, I had dinner with friends—a couple from New York. One’s a doctor, the other runs a small business. Both are well-educated, successful people. They told me that the press had hushed up a major disaster affecting the PATH system (stands for Port Authority Trans-Hudson Rail; they run light rail trains from […]
Bear with me: this one’s going to get all abstract on you before it comes back to earth. Tiha von Ghyczy is a fellow of the Boston Consulting Group’s Strategy Institute, and teaches at Darden Business School. In the current issue of BCG’s long-standing Perspectives series, he writes about the concept of space in strategy: […]
Put six toothpicks on the table in front of a friend. Lay three of them in the shape of an equilateral triangle. Ask your friend to arrange all six toothpicks so that in total, they create four equilateral triangles. When they finally give up, reveal the secret:—create a four-sided pyramid. The “trick” is to think […]
Thank you very much to everyone who read, commented or linked to these posts. Trust Tip 14: More Hard Talk about Soft SkillsEveryone knows you’re supposed to listen with your complete attention. But how can you do that if you’re thinking about what you’re going to say next? The answer is, you can’t. Here’s how […]