Quick Guide III: How to Bridge the Pillars of Successful Business Relationships

How is it that the subtle things in life are often so simple that people don’t discuss them and so they don’t really 'get it'? Instead, they ‘gloss over’ simple subtleties that, unknown to them, determine their doing or undoing.
When I hearken back to my days selling for IBM, I felt ‘being truthful’ in my dealings with customers was paramount. I still do. And yet when I speak of ‘truth’, I sometimes get a glib answer like, “Yeh, by all means be truthful but sometimes you gotta be economic with it!”
Therein lies the rub. ‘Truth’ is or isn’t. In the above example ‘be economic with’ means ‘omit a part of’. Yet, there’s no such thing as a half-truth. The remaining half (in the context given, that which is unsaid) is open to illusion or based in deceit; the two halves combine to make an ‘untruth’.
My challenge in this booklet is to convey the subtleties of truth, trust and other human inner qualities. It is somewhat metaphorical. The reason being, I want to get across the emotional subtleties that the 'facts + logic only' business books don't go near.
People don’t buy into something solely because its business case is watertight. They buy into it because they can see it working in their mind; it ‘rings true’ in their ears; their gut has a good feeling about it - and the people they buy it from.
People buy from people and the universal currency they use comprises primarily of truth, trust and passion, amongst certain other human faculties, for their relationships to survive and thrive.