The Trusted Advisor Sales Engineer
In haragei, the most important factor in communication is your honesty and your intent. If you are concealing something, then no matter how adept you think you are at hiding it, it will always be communicated at an unconscious level.
Richard Rudd • The Art of Contemplation: Gentle path to wholeness and prosperity
tips on enhancing credibility: 1. Figure out how to tell as much truth as possible, except where doing so would injure others. 2. Don’t tell lies, or even exaggerate. At all. Ever. 3. Avoid saying things that others might construe as lies. For example, “Yes of course, we’ll put our best people on the job.” (Really? Who are the worst? Says who? And
... See moreDavid H. Maister • The Trusted Advisor
Unexpected ways to increase your credibility include: Be willing to say “I don’t know,” when “I don’t know” is the honest answer. Express passion for your subject. Communicate with self-assurance: a firm handshake, direct eye contact (when culturally appropriate), and a confident (not arrogant) air.
Charles H. Green • The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust
Composure has an agenda – but it’s not secret.The agenda is to know the truth of the situation. And in business this translates as, ‘is this a fit?’ People who are composed rarely trigger sales pressure and if they do they’re able to diffuse it because they’re really not attached.When we’re composed we say ‘yes’ when we want to and ‘no’ when we wan... See more