Comments on: Selling Professional Judgment: A Matter of Trust http://www.hardingco.com/blog/2008/09/09/selling-professional-judgment-a-matter-of-trust/ Mimi Spangler's Blog on Rainmaking and Business Development Sat, 17 Dec 2011 22:48:43 -0500 hourly 1 http://wordpress.org/?v=3.0.4 By: Ford Harding http://www.hardingco.com/blog/2008/09/09/selling-professional-judgment-a-matter-of-trust/comment-page-1/#comment-12693 Ford Harding Mon, 29 Sep 2008 11:51:47 +0000 http://www.hardingco.com/blog/2008/09/08/selling-professional-judgment-a-matter-of-trust/#comment-12693 Charlie: Done properly, that is a wise suggestion. Acknowledging one's age in a calm, undefensive way will come across as more mature, as well as more trustworthy, than trying to bluff it. Ford Harding Charlie:

Done properly, that is a wise suggestion. Acknowledging one’s age in a calm, undefensive way will come across as more mature, as well as more trustworthy, than trying to bluff it.

Ford Harding

]]> By: Charles H. Green http://www.hardingco.com/blog/2008/09/09/selling-professional-judgment-a-matter-of-trust/comment-page-1/#comment-12673 Charles H. Green Mon, 29 Sep 2008 02:22:21 +0000 http://www.hardingco.com/blog/2008/09/08/selling-professional-judgment-a-matter-of-trust/#comment-12673 Very good summary, Ford, and thanks for the reference. Would that I had had that advice back in the day. One additional thought on your age dimension. It's certainly true that clients don't buy "I know it all" from young professionals. One answer is of course to stay close to one arena of mastery--but more broadly, it's to simply acknowledge one's age. Everyone who is 50 went through 28 to get there. There's nothing wrong with being 28, unless you're pretending to be 40. Thanks again. Very good summary, Ford, and thanks for the reference. Would that I had had that advice back in the day.

One additional thought on your age dimension. It’s certainly true that clients don’t buy “I know it all” from young professionals. One answer is of course to stay close to one arena of mastery–but more broadly, it’s to simply acknowledge one’s age. Everyone who is 50 went through 28 to get there. There’s nothing wrong with being 28, unless you’re pretending to be 40.

Thanks again.

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