What Costs More Than a $1,000 Per Hour Lawyer?
Beginning just three years ago, some large firm legal fees reached that amount – about $17/minute – providing fodder for legal bloggers, and Internet articles on a variety of topics, including new marketing opportunities and excessive fees for bankruptcy matters to name just a couple. Only senior lawyers in the largest firms actually charge that […]
Crying In Your Beer Is Just a Waste of Good Beer
I’m a huge fan of country music. In small doses, that is. One of the great things about country music is how it speaks to the heart, about real human emotions. Then again—after a certain point, dwelling on those emotions can turn toxic on you. It’s easy to get addicted to crying in your beer […]
A Better New Year’s Resolution
I wrote a good blog post at this time four years ago, and haven’t improved on it yet. Here it is again. Happy New Year. —————– My unscientific sampling says many people make New Years resolutions, but few follow through. Net result—unhappiness. It doesn’t have to be that way. You could, of course, just try […]
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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.