Lessons in Leadership and the Three Umpires
This is one of my all-time favorite stories. Three umpires (baseball, for our international readers) were talking about how they make calls on each pitch. The first umpire said: “There’s balls and there’s strikes, and I call them like they is.” Umpire number two said: “No, there’s balls and there’s strikes, and I call ’em […]
Books We Trust: You’re Working Too Hard to Make the Sale
This is the first in a new series called Books We Trust. We expect to publish it irregularly, but about monthly. The first book was a no-brainer for me. You’ve probably never heard of it; it was not a best-seller; it ranks about 900,000 on Amazon (not high). But I’m telling you; it is a […]
We Want Your Stories in Our Book: Enter the Trusted Advisor Fieldbook Story Contest
As announced two weeks ago, we (Andrea P. Howe and Charles H. Green) are writing a book, The Trusted Advisor Fieldbook, to be published by Wiley Books in November. True stories are a critical part of a practical book like that, and we’ve got a ton. But we’re still short 3-5 stories: namely, the top […]
Talk To Us
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.
FIND OUT MORE
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.