Facing a Skeptical Audience? Try This Unexpected Move.
Being influential can be challenging in-and-of-itself; being influential with a skeptical audience poses its own unique difficulties—not the least of which is our own emotional reality. Let’s be real: How do you feel when someone seems dubious or doubtful in the face of your brilliant ideas/solutions/products? I’d like to tell you that my natural curiosity […]
Ten Skills to Lead with Trust
I recently shared my point of view on The (R)evolution of Trust-based Leadership. In that post I concluded that new leadership requires versatility and depends more on influence and collaboration than hierarchical authority and procedures. And that requires trust. Leadership is complex. Successful leaders master a range of functions, from finance and operations to strategic […]
The (R)evolution of Trust-based Leadership
It’s been (gulp) more than 20 years since I got my MBA. At the time, just before the turn of this century, Gordon Gekko’s fictional speech in the movie Wall Street that “Greed is Good” resonated. Icons like Jack Welch, Michael Eisner, Albert (“Chainsaw Al”) Dunlap, and Lou Gerstner were heralded for their ruthless commitment […]
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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.