There are dangers in this model of succumbing to committee-itis. If too many people are jointly responsible for the execution of firm business, the chances that implementation will be deferred increas...
Four Essential Elements That Engender Trust (Chapter 8) 1. Credibility 2. Reliability 3. Intimacy 4.
While most providers sell on the basis of technical competence, most buyers buy on the basis of emotion.
It is not enough for a professional to be right: An advisor’s job is to be helpful. David
Fig. 8.2. Trust Realms The
The flip side of credit is blame. A tendency to blame others, or circumstances, is generally a recipe for unhappiness in life.
The best service professionals excel at two things in conveying credibility: anticipating needs, and speaking about needs that are commonly not articulated. For
A good rule to remember is that, in relationships, there are no win-lose or lose-win combinations: There are only win-wins and lose-loses.
It is better to stop thinking of permanent or semipermanent departments and to begin to use the language of teams
Reconfirm scheduled events before they happen. Announce changes to scheduled or committed dates as soon as they change. Intimacy
It ain't what you do, it's the way that you do it: That's what gets results.
There is an old saying, It is amazing what you can achieve if you are not wedded to who gets the credit. The
None of us should wait to be told what to do, or how to do it. Micromanagement kills initiative, judgment and creativity.
The minute you begin to cruise, to rely on skills learned last year, that's the moment you begin your decline.
Fig. 8.1. The Trust Equation Fig. 8.2. Trust Realms The
If I were in your position, I might be wondering about X. Is it possible that that is an issue for you?
Don’t tell lies, or even exaggerate. At all. Ever. 3.
Credibility isn’t just content expertise. It’s content expertise plus presence, which refers to how we look, act, react, and talk about our content. It depends not only on the substantive reality of t...
Where are we likely to encounter the most resistance? •
Life is too short to work on the uninspiring. Being
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