Does This Make My “S” Look Big? True Customer Focus
I’ve led dozens of learning programs on being a Trusted Advisor. One thing I’ve learned: without a doubt, the most popular element of the Trust Equation is Self-Orientation. By “popular,” I mean it’s the one most people identify as a huge opportunity for improvement. Which makes sense, since it’s deliberately placed in the denominator to […]
Warren Buffet on Envy and the Seven Deadly Sins
Envy–the one deadly sin you should really do without
Upcoming Events 5/14/2010
It’s Friday once again! We hope you all have a fantastic weekend. And if you want to mark your calendars–here’s what we have coming up: —– Fri. June 4th Worcester, MA Stewart Hirsch Stewart Hirsch will be facilitating his interactive program "How to Work a Room (and Still Feel Good About Yourself)™" for the Central […]
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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.