The phrase Always Be Closing has positive connotations in some circles. It was taught for many years in the well-regarded Xerox sales system as a reminder to constantly explore customer needs. More often than not, though, “closing” draws down on trust—whether you’re selling a product, service, or idea. Here are three reasons not to do it.

Last week’s tip about shifting out of “order-taker” role got me thinking about a telling experience I once had with a tech support person. He fell into a classic trap, which I’m now sharing with you because it’s one we’re all vulnerable to.

A few tips ago I wrote about why it’s critical, as a services professional, to see your own value as more than just a trusted problem-solver. I shared the four levels of relationship as a framework to help. Recently, I’ve been revisiting a variation of that model that a colleague and I created specifically for anyone in a shared services (or internal consulting) role. It provides a way to re-think your value, and find proactive ways to consistently be seen as more than just an order taker.

If you’re suffering from Spring Fever like I am, you probably can’t tolerate anything too heavy or serious right now. So, this week I’m offering up a humorous (albeit poignant) example of a trust-building way to deliver a tough message.

Last week’s tip about the value of candor when you’ve screwed up triggered another walk down memory lane, to a time shortly before Charlie Green and I joined forces, when a colleague’s courageous admission taught me an unexpected lesson about trust-building.

Join me as we roll the clocks back.