Question Obsession: The Silent Sales Killer
Have you counted how many questions you ask in your typical client meeting? Do you find yourself carefully crafting the "perfect" question sequence before every sales call? Are your meeting…
Is Trust Taught, or Is Trust Caught?
There’s no denying that trust is a critical differentiator for success. Companies with high-trust cultures outperform their peers in productivity, innovation, and employee retention. Yet despite significant investments in ethics…
The Truth about Multitasking
In today's fast-paced work environment, multitasking has become a badge of honor. We pride ourselves on juggling multiple projects, responding to emails during meetings, and switching between tasks with lightning…
Establishing Trust by Mastering the Art of Listening
We often think of establishing trust in business relationships in sales-related roles. For instance, if I have a product or service, I will tell you how my industry knowledge and…
Honestly Ask (and Answer) Yourself: Do My Clients Trust Me?
Trust is complicated in many aspects of our daily lives; by comparison, trust in business seems relatively straightforward. Or is it?
While personal trust involves emotional and relational complexities, trust in business is not necessarily uncomplicated. It involves navigating ethical dilemmas, managing diverse relationships, adapting to cultural differences, and maintaining transparency—all of which require careful attention and can make trust in business equally, if not more, complex.
Why the Definition of Trust Depends on Its Use
Trust, a universal concept, is pivotal in our daily conversations. We often invoke it in statements that we believe to be meaningful. It’s a comprehensive language that binds us all,…
Five Misconceptions about Trust in Business: Part 2
In this blog series, we explore five of the most common misconceptions about trust that, while they are widely-held, are powerful inhibitors to creating real trust: Trust has to be…
Five Misconceptions about Trust in Business: Part 1
There are many misconceptions about trust that pervade how we think about professional relationships. While most seem harmless (think about Ronald Reagan’s admonition to trust, but verify), unless they are…
Recovering Lost Trust May Be Simpler Than You Think
We’ve all heard it (and may have said it ourselves) many times: “Trust is hard to gain and easy to lose.” Often that statement is followed up with, “And, once…
Trust Matters, The Podcast: Set Up for Failure By My Boss – Special Guest Andy Paul, Author & CEO, The Sale House (Episode 23)
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