Every so often my systems and support structures fail me (or more accurately, I fail them) and a tip doesn’t get written for the week. This is one of those times.

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.