The 4-minute Mile of Personal Change
Bad things happen to good people. Some of those people live the rest of their lives defined by those bad things. Most people would agree that it’s better to overcome those bad experiences, and move on (not to say it’s easy to do so). A life fueled by resentment is a life wasted. The question […]
Trusting your colleagues will make you more trustworthy to your customers
If you’re trying to sell your services, you already know the value of being trusted. Being trusted increases value, cuts time, lowers costs, and increases profitability—both for us and for our clients. As a solo practitioner, being trustworthy is pretty straightforward (note that I didn’t say it’s easy). But when you are part of a […]
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 […]
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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.