Don’t Manage My Expectations
“An expectation is a pre-meditated resentment.” So goes one interesting saying aimed at managing our own expectations. But what about managing others’ expectations of us? Have you ever done a small extra favor for a client, just to show your good will, and then ended up getting called out for not doing it repeatedly – even […]
When to Offer a Lower Price
Few decisions in business have such dramatic effects on customer perception as how you handle your pricing – in particular, when and how you offer discounts. People may evaluate your products, or your service offerings, by averaging out multiple experiences. But drop your price just once, and see how hard it is to recover. For a […]
What Your TQ Score Really Says About You
I’m Kristin Abele, head of Trust Diagnostics at Trusted Advisor Associates. I want to share some findings with you based on my eight years working with the TQ Trust Quotient Assessment tool. The TQ (like IQ, and EQ, in case you didn’t catch that already), is based on the Trust Equation. The Trust Equation is […]
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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.