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 […]
Why We Don’t Trust Politicians (Part II)
In Part I, we said health care is a major cause of our declining trust in politicians. Our political inability to find a solution has led to massive economic costs, a subsidy-driven public sense of entitlement, and high-profit segments of industry hooked on maintaining the status quo. The situation is truly a mess. We also […]
The 4-Minute Mile of Personal Change
Most of us know that a life of resentment is a life wasted. But how fast can a human being recover from grief, betrayal, anger? Is there a four-minute mile barrier of recovery? What are the natural limits to human change? Julie’s Story I know Julie. She was estranged from her alcoholic father, reconciling only […]
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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.