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At 30, Scott Armstrong had the office, the title and the money. Then his president told him he was acting like an asshole. She was right. It took him more than a decade to act on it.
Scott has run Brainrider, a B2B marketing agency, for over 20 years. His new book, From Asshole to Ally: How Smart Professionals Lose Trust and How to Earn It Back, is out now. Smart people lose clients, referrals and team trust by proving how much they know.
On this episode of the Revenue Problem Solvers Podcast, Karl Ortmann and Scott run a live role play. It’s the same management problem handled twice, once by Scott 30 years ago and once by Scott today. Listen for how fast the first version shuts the conversation down.
You’ll hear:
How to tell if you’re pitching before the other person trusts you
Why “why” questions get you “I don’t know,” and what to ask instead
The 6 directions Scott uses on every decision
Three questions to use in your next meeting
Why AI is making expertise cheap, and trust is what’s left to sell
If you lead a sales team, manage people, or sell advice for a living, this one will sting a little.
Take Scott’s trust skills quiz at winthequestion.com.
Sponsored by Docket, which talks to your website visitors in real time, asks the right questions and books qualified meetings with full context. Visit docket.io and mention the show for a special rate.
