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 […]
Lake Wobegon Syndrome: Believing We’re All Above Average
Garrison Keillor’s fictional Lake Wobegon is that Midwestern enclave where: …the women are strong, the men are good-looking, and all the children are above average. Lately, there are curious signs of incipient Wobegonism – at least the part about the kids. On average, we’re all looking just a little too above-average. Unconditional Positive Self-Regard I […]
A Contingent Offer
It was a beautiful fall in Blacksburg…but I was quite nervous…my senior year in Mechanical Engineering at Virginia Tech was now underway and reality was setting in fast…I had to find a job. I had racked up a massive $11,000 in loans for school from my Mom and Dad – I was expected to start […]
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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.