3 Minutes to Create a Great Impression
It was five months ago, but I remember it like yesterday. I had given a speech for an important Fortune 500 client. The event had about 300 attendees, and I was one of several speakers. The person preceding me overran his time, cutting 15 minutes into mine. That is rude to other speakers, and to […]
Magic Johnson, Peter Guber and Business Stories
We all know the power of stories in business. We know too that it’s the heroes who give stories power. The hero may be a person, a brand, a company, or it may be the listener. When the story and the hero are strong, it resonates with the audience. Peter Guber and Magic Johnson In […]
Think Before Sending
What would you do? That’s what my daughter’s 8th grade class was asked last year. The subject: texting secrets. One girl had texted to a friend another friend’s embarrassing secret. But she didn’t just send it to one BFF— the text went out to everyone in the class—including, of course, the hapless girl whose secret […]
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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.