Doctors and Lawyers: Consumers, Patients and Clients
Q. What do Paul Krugman (Nobel-prize-winning economist) and Scott Greenfield (criminal defense attorney) have in common? A. Both are occasionally wrong, but never in doubt. Q. What’s the difference between Paul Krugman and Scott Greenfield? A. In the recent case of markets and professional ethics, one of them is wrong—and it’s not Krugman. Krugman […]
144 Tips on Trust: The Great # Countdown
Last week we announced “The Trusted Advisor FieldBook: A Comprehensive Toolkit for Leading with Trust,” a new book written by myself and Andrea Howe in partnership with Wiley Books. As part of the build-up to the book, we started a series of Daily Trust Tips, one per business day, counting down until publication day, October […]
Asking for Fees and Root Canals
When my coaching client Craig returned from the dentist following his unexpected root canal, he didn’t complain about the pain. It was the sign in the reception area that got him: “Payment Expected at the Time Services are Provided.” “I was wondering why the dentist doesn’t have any trouble insisting I pay him now,” he […]
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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.