This post is part of our Weekly Tips series.
If you’ve been tuning in for the past two weeks, you know I’ve been sharing three-word phrases that belong in everyone’s trusted advisor toolkit. So far, those are “That makes sense” and “I don’t know.” The third and last trust-building phrase is “Tell me more.” (We could add “I love you” to the list of word triplets, but then things start to get a little too squishy. Or do they?)
This post is part of our Weekly Tips series.
Last week I shared the first of three phrases, each coincidentally three words long, that I believe to be an essential part of any trusted advisor toolkit: “That makes sense.” This week’s three-word phrase is “I don’t know.”
This post is part of our Weekly Tips series.
My mother always told me that bad luck comes in threes. At the risk of pushing my luck, I’m going to disagree with her—at least when it comes to trustworthiness. Here is the first of three phrases, each coincidentally three words long, that are an essential part of any trusted advisor toolkit: “That makes sense.”
This post is part of our Weekly Tips series.
Today we flash back 20 years and learn from a video of Steve Jobs at the 1997 Apple Worldwide Developer’s Conference. Jobs offers us an invaluable and enduring lesson in how to deal with a harsh critic.
This post is part of our Weekly Tips series.
It’s an age-old challenge in the consulting industry: how to help the deliverers—the ones who actually labor side-by-side with the client—to develop more business.
The biggest barrier is a mental barrier. I mean, let’s be honest, “selling” is usually perceived as a less-than-meritorious endeavor—whether we’re selling a product or service for a fee, or selling an idea. And delivery people usually falter because they’re just not sure how to approach opportunities in an un-smarmy way.