Asking for Fees and Root Canals
When my coaching client Craig returned from the dentist following his unexpected root canal, he didn’t complain about the pain. It was the sign in the reception area that got…
Two New Sales Books Reviewed
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…
Sales, Narcissism and Therapists
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…
Let Your Doing Do Your Talking: Five High Impact Tips
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…
The Trusted Advisor: Still a Top Ten Business Book After Ten Years!
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…
It’s ‘Real Simple’: Five Ways to Make a Good First Impression
Nestled between the delicious food shots and cool clothes in the April print issue of Real Simple magazine is a gem of an article called “Life Lessons: 5 Ways to…
The April Trust Matters Review
Jessie Gruman asks what it means for your doctor to trust you. Seems straightforward, but it isn't. Do we even know what trust means? Suzanne Bates discusses how one of…
Announcing the Trusted Advisor FieldBook
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…
Gossip and Rumors in the Workplace: Three Things You Can Do To Stop Them
One of my sons regularly takes our dog to the local dog park. Recently, while breaking up some overly rough play between ours and another dog, my son was bitten…
Employee Engagement: The Means, or The End?
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,…