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RSS Read Andrew Sobel’s blog, “The Business of Relationships”, on building long-term professional relationships

  • Is the Trusted Advisor Still Trusted? May 4, 2013
    “The market has changed dramatically,” a senior partner at a major law firm recently told me. “I’m beginning to wonder if clients even want a trusted advisor anymore. Much of the time it just comes down to price. It’s discouraging.” Another client of mine, a senior executive in a large global consulting firm, echoed this sentiment: “Selling cycles are much l […]
  • Strong--and Weak--Questions to Win the Sale April 21, 2013
    Not all questions are created equal. I recently wrote two short ebooks, distributed through my publisher John Wiley & Sons, which go into very specific detail about thoughtful questions you can use at every stage of the sales and client development process (Power Questions to Win the Sale and Power Questions to Build Clients for Life). Here are my reflec […]

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