Playing a Losing Hand to Win
Four years and 9 months ago I wrote a blogpost called An Honest Wedding. It was about the nuptials in western Michigan of a cancer patient “Jane,” and the widower of a cancer victim, “John.” This week I was back in Michigan, to attend the inevitable bookend of that blogpost – the funeral of “Jane,” […]
Books We Trust: The 3 Power Values by David Gebler
This is the tenth in a series called Books We Trust. The 3 Power Values is, simply, an excellent book. Author David Gebler’s unique talent is to combine a Big Idea, such as the need to remove roadblocks as the key to performance, with precisely defined linkages between values, culture and behavior. He brings needed commonsense […]
Butt-Kicked by the Universe
Oh man, did I do something stupid, embarrassing and untrustworthy today. A colleague forwarded me a calendar invite originally sent by a client. I NEVER respond to an actual calendar invite as if it’s an email; I always respond to the actual invitation using the buttons “accept,” “reject,” or “tentative.” But today, for reasons unknown […]
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Build deeper trust with your clients and colleagues
THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships—loaded with stories, exercises, tips and tricks, and deeply practical advice.
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TRUST-BASED SELLING
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.