Working Too Hard to Make the Sale
Let’s talk about working hard. Maybe you think you’re not working hard enough; maybe someone else is guilt-tripping you into thinking so. On the other hand, maybe you’re worried about work-life balance; or maybe you’re looking for that magic 2-day work week. These thoughts rest on one definition of working hard: hours spent. I’d like […]
Why Crying In Your Beer is Just a Waste of Good Beer
(Today’s post is a rework of an earlier one, focused on trust and reciprocity of emotions). One of the great things about country music is how it speaks to the heart, about real human emotions. Among the arts, music may be the most powerful at mirroring our feelings. Then again – after a certain point, dwelling […]
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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.