Making a Trusted Advisor of the Procurement Function
Please welcome guest-blogger Bill Young, a Management Consultant. We have high regard for this person and we think you’ll enjoy the content. The procurement function in an organization can play an important role—potentially both strategic and advisory. It can also, however, be dragged down into petty negativism. It’s in everyone’s interest to get it right. […]
Annals of Bad Selling: The Sweat Interview Test
Have you ever been run through a ‘sweat’ test interview? Maybe it’s a sales call, maybe a presentation. A senior person plays the tough-as-nails client. They make you sweat it. And—if you’re good enough—you win. If You Think You Won Your Sweat Interview—You Lost Think this through with me. Why were you sweating? Why was […]
Putting the “I” into “Intimacy”
“Intimacy” belongs in business. Yes, intimacy. Not the kind that was the subject of classic ‘40s movies, but the kind that is essential to building trust. The Trust Equation The Trust Equation is familiar to many of you, both regular and even occasional readers of this blog. It’s a formula for measuring our own trustworthiness […]
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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.