Back to basics: Three ways to apply a fundamental lesson

Andrea Howe
Category : Weekly tips March 25, 2019

This post is part of our Weekly Tips series.

A “back to basics” lesson

Every once-in-a-while, Charlie Green and I are in the same place at the same time. I recently got to hear him speak at a DC-area event, and a conversation with an attendee reminded me of a simple yet critical lesson. This one applies to at least three kinds of client communications, including how you write your proposals.

Why Closing is Hazardous to your (Sales) Health

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Category : Webinar March 20, 2019

Why Closing is Hazardous to your (Sales) Health

May 21, 2019
@11am ET

You’ve heard the admonition “Always be closing” or “ABC”.  Here’s the unconventional wisdom: If you’re focused on closing then you are actually hurting your sales.

The simple truth is: closing is not buyer-centric–it’s seller-centric. And all of us as buyers know what it feels like to have another person try to force their will on us—and deny it’s happening even while they’re doing it.

In this TrustMatters webinar (live date: May 21, 2019 at 11am ET), we show you why closing is harmful and what you should be doing instead, including four best-practices to help you stop closing and start selling the trust-based way.

Register now

Two more ways trusted advisors respond in micro-moments

Andrea Howe
Category : Weekly tips March 18, 2019

This post is part of our Weekly Tips series.

Last week’s tip focused on what I’ve recently come to call “micro-moments,” and how you train yourself to respond in them. I included concrete suggestions for the most trustworthy responses in two scenarios. This week, I add two more.

How trusted advisors respond in micro-moments

Andrea Howe
Category : Weekly tips March 11, 2019

This post is part of our Weekly Tips series.

Charlie Green and his The Trusted Advisor co-authors assert that trust is often built with small gestures. Building on that theme, consider the importance of what I’ve recently come to call “micro-moments,” and how you train yourself to respond in them.

Your trust scorecard: Are you using smart metrics or wise metrics?

Andrea Howe
Category : Weekly tips March 4, 2019

This post is part of our Weekly Tips series.

I’m on a culture kick the last few weeks, as it’s been a hot topic of conversation with clients lately. This week’s tip focuses on the problem with using conventional measures to figure out whether organization-wide trust initiatives are working, and what to do about it.

In short, there’s a difference between smart metrics, and wise metrics.


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