There Are Two Kinds of People In This World…
In a piece called Late Bloomers, Malcolm Gladwell describes writer Ben Fountain, who wandered for decades doing research before he became an overnight sensation. By contrast, some writers (Melville, T. S. Eliot) instinctively knew their minds and needed no research beyond inspiration. The same is true of painters: think of Cezanne (the wanderer) vs. Picasso […]
A Better New Year’s Resolution
I wrote a good blog post at this time five years ago, and haven’t improved on it yet. Here it is again. Happy New Year. —————– My unscientific sampling says many people make New Years resolutions, but few follow through. Net result—unhappiness. It doesn’t have to be that way. You could, of course, just try […]
Don’t Manage My Expectations
It’s received wisdom by now that you should manage expectations. How could you argue with that? Nobody likes to be surprised on the downside. But as with many platitudes, the devil is in the details. And there are a few devils lurking out there in expectations-management land. Always Exceeding Expectations Exhibit 1 is the mantra […]
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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.