Career Limiting Moves: Are You Kidding?
Perhaps the most toxic thing you can hear in the arena of people management is “That’s not my job.” It should be grounds for firing. But at least it’s a declarative, first-person statement. Unlike another leading candidate for management poison: “That’s a career-limiting move.” A passive-aggressive statement if there ever was one. Let me be clear about my […]
Can You Train for Trust?
The requirements of training for trust: and an opportunity to join a trust training session April 22-23 in NYC.
Neil Rackham on Trust in Professional Selling (Trust Quotes #5)
Neil Rackham is a name many of you will recognize: the Professor of Professional Selling. He didn’t just write the book, he wrote three books that made NYTimes Best Sellers. Most famously the author of SPIN Selling — a book that still ranks at 2800 on Amazon twenty-two years after publication—Neil continues to travel the […]
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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.