The field of sales produces a lot of books. Inevitably, a few are better than most. Given my own biases–thoughtfulness and action orientation, I like to believe–here are two new good ones. Making Rain Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation, by RAIN Group co-Presidents Mike Schultz and John Doerr, was just published […]
I recently had some back and forth emails with Richard Osborne. Dick has 30-plus years’ experience as a therapist. His credentials[1] include a PhD in Clinical Psychology from Harvard where he studied under, among others, Chris Argyris. We covered a lot of ground, starting with the idea of narcissism, but ending up talking about sales […]
It seems only natural. We rehearse, over and over, what we say and how we say it. “Put the em-pha-sis on the right syl-la-ble.” “Po-ta-to, po-tah-to.” “Take my wife—[wait for it…] please.” And so on. What you say and how you say it is indeed critical—especially if you’re a stand-up comic or a keynote speaker. […]
Late in the year 2000, The Trusted Advisor was published. It was my first book (Galford’s too), and lead author Maister’s 3rd. We had high hopes for it–but so does every author. It did well over the years. I think somewhere around senior associate level in accounting firms, 6th year associates in law firms, 5th […]
Join us at one or more upcoming Trusted Advisor Associates events. This Spring, we’ll be hosting and participating in events in Washington, DC; Fargo, ND; Boston, MA; London, England and through globally accessed webinars. Also, a word about the Trusted Advisor Mastery Program. —————————————- Fri. Apr. 15th Global Charles H. Green Charles H. Green will […]
I am very proud to announce with my co-author Andrea P. Howe the publication this fall of “The Trusted Advisor FieldBook: A Comprehensive Toolkit for Leading with Trust,” in partnership with Wiley Books. Our tentative publication date is October 31, 2011 (no jokes about the date, please). The Trusted Advisor FieldBook is a practical working […]
Join us at one or more upcoming Trusted Advisor Associates events. This Spring, we’ll be hosting and participating in events in Washington, DC; Fargo, ND; Boston, MA; London, England and through globally accessed webinars. Also, a word about the Trusted Advisor Mastery Program. —————————————- Wed. Apr. 20th Washington, DC Andrea P. Howe Andrea will be […]
Please take two deep breaths to calm yourself and find a place of zen before answering the below question. All calmed? Good. From that place of inner peace and quiet, ask yourself which of the following two statements you more strongly agree with: (Answer instantly, don’t over-think): The purpose of business is to make people […]
Join us at one or more upcoming Trusted Advisor Associates events. This Spring, we’ll be hosting and participating in events in New York, NY; Washington, DC; Fargo, ND; Boston, MA; London, England and through globally accessed webinars. Also, a word about the Trusted Advisor Mastery Program. —————————————- Mon. Apr. 4th Global Charles H. Green Charlie […]
Join us at one or more upcoming Trusted Advisor Associates events. This Spring, we’ll be hosting and participating in events in New York, NY; Washington, DC; Fargo, ND; Boston, MA; London, England and through globally accessed webinars. Also, a word about the Trusted Advisor Mastery Program. —————————————- Mon. Mar. 28th New York, NY Sandra Styer […]
You’ve graduated from Question Obsession 101. You’ve learned not to pepper clients with endless questions or craft that perfect “Keystone Arch Question” expecting miracles. You’re focusing on relationships, creating insights, and empowering clients. But have you fallen into the next trap? The Answer Trap. Many consultants who overcome question obsession swing to the opposite extreme, […]
Question Obsession: The Silent Sales KillerMay 6, 2025 - 5:00 pmHave you counted how many questions you ask in your typical client meeting? Do you find yourself carefully crafting the “perfect” question sequence before every sales call? Are your meeting notes filled with question frameworks rather than real insights? If so, you may be suffering from Question Obsession—a condition that’s quietly sabotaging your client relationships […]