<?xml version="1.0" encoding="UTF-8"?><rss xmlns:dc="http://purl.org/dc/elements/1.1/" xmlns:content="http://purl.org/rss/1.0/modules/content/" xmlns:atom="http://www.w3.org/2005/Atom" version="2.0"><channel><title><![CDATA[Win the Question]]></title><description><![CDATA[Win The Question provides high-stakes trust training and communication workshops to help professional services firms turn technical experts into trust]]></description><link>https://www.winthequestion.com/fieldnotes</link><generator>RSS for Node</generator><lastBuildDate>Fri, 02 Oct 2026 12:13:16 GMT</lastBuildDate><atom:link href="https://www.rscottarmstrong.com/blog-feed.xml" rel="self" type="application/rss+xml"/><item><title><![CDATA[Team Offsite Ideas for Professional Services: A Better Development Session]]></title><description><![CDATA[Planning a team offsite for your law, accounting, consulting, or agency firm? How to fill a development session your people enjoy and your clients notice.]]></description><link>https://www.winthequestion.com/post/team-offsite-ideas-for-professional-services-a-better-development-session</link><guid isPermaLink="false">6a77557c29085d1adb44e99c</guid><category><![CDATA[Trust Math]]></category><pubDate>Mon, 13 Jul 2026 04:00:00 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_99852879b129418e93570f08ba6662a9~mv2.png/v1/fit/w_1000,h_630,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item><item><title><![CDATA[Helping Your New Partner Sell: Business Development Starts Before the Promotion]]></title><description><![CDATA[You promoted them for excellent work. Now the job includes bringing in business. How to help your new partner sell, and why the training should start earlier.]]></description><link>https://www.winthequestion.com/post/helping-your-new-partner-sell-business-development-starts-before-the-promotion</link><guid isPermaLink="false">6a7b2e64ed11f3958cc407b7</guid><category><![CDATA[Trust Math]]></category><pubDate>Tue, 07 Jul 2026 04:00:00 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_78a17117e0b84d53a7892c29fb4c6381~mv2.png/v1/fit/w_1000,h_630,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item><item><title><![CDATA[What Happens in a WTQ Team Session, Minute by Minute]]></title><description><![CDATA[Booking training for people who bill by the hour is a real decision. So here is the whole 120-minute Team Session, minute by minute: the insight, the four skills demonstrated live, a real client case, and the commitments your team writes down before they leave. No trust falls.]]></description><link>https://www.winthequestion.com/post/what-happens-in-a-wtq-team-session-minute-by-minute</link><guid isPermaLink="false">6a7b3d9f1caeda166b871a5c</guid><category><![CDATA[Trust Math]]></category><pubDate>Tue, 30 Jun 2026 04:00:00 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_058fb33c46cb43649bb05d6fa9f04444~mv2.png/v1/fit/w_1000,h_630,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item><item><title><![CDATA[Why Smart People Are So Bad at Discovery]]></title><description><![CDATA[Your best people are excellent in every meeting except one: the conversation that exists purely to understand the client. They turn it into an audition, because everything that made them smart rewards having the answer. Here's why it happens, what it costs, and what the professionals clients trust do instead.]]></description><link>https://www.winthequestion.com/post/why-smart-people-are-so-bad-at-discovery</link><guid isPermaLink="false">6a9087bdc87e96f27dcd8ea4</guid><category><![CDATA[Trust Skills]]></category><category><![CDATA[Trust Math]]></category><pubDate>Tue, 15 Sep 2026 14:33:22 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_ddecd12cd8f8485689e243dcf3694a50~mv2.png/v1/fit/w_1000,h_630,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item><item><title><![CDATA[Team Building for Professional Services Firms: Fun Skills Your People Will Use]]></title><description><![CDATA[Your people had a great time. Two weeks later nothing was different. Instead made your offsite fun and useful.]]></description><link>https://www.winthequestion.com/post/team-building-for-professional-services-firms-practice-real-client-conversations</link><guid isPermaLink="false">6aa95c7f553828a39207f003</guid><category><![CDATA[Trust Math]]></category><category><![CDATA[Trust Skills]]></category><pubDate>Tue, 08 Sep 2026 04:00:00 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_45abb173067240468602bcd9c36c34e1~mv2.png/v1/fit/w_1000,h_630,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item><item><title><![CDATA[Rainmaking Is a Partner Skill. Realization Is a Manager Skill.]]></title><description><![CDATA[Your partners bring the work in. Your managers decide whether it's profitable. Here is what that costs in realization, and the four conversations that fix it.]]></description><link>https://www.winthequestion.com/post/rainmaking-is-a-partner-skill-realization-is-a-manager-skill</link><guid isPermaLink="false">6aa96cdcd7d2dc331684d0d0</guid><category><![CDATA[Inside the Profession]]></category><category><![CDATA[Trust Math]]></category><pubDate>Tue, 01 Sep 2026 04:00:00 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_eb1210f16498491da27ffc632566da49~mv2.png/v1/fit/w_1000,h_900,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item><item><title><![CDATA[The Fastest Way to Look Smart Is to Slow Down and Stop Trying To]]></title><description><![CDATA[Every reply in a client meeting does one of two things. One builds trust. The other is the one your training taught you. A sociologist proved it fifty years ago.]]></description><link>https://www.winthequestion.com/post/conversational-narcissism-trust</link><guid isPermaLink="false">6a903151b58f4d68f8f291e3</guid><category><![CDATA[Trust Skills]]></category><category><![CDATA[The Asshole files]]></category><pubDate>Thu, 27 Aug 2026 14:10:46 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_f7a8e0b07c2d4758a81fe788e062f237~mv2.png/v1/fit/w_1000,h_630,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item><item><title><![CDATA[Ask Before Tell: A Trust Skill in the Wild]]></title><description><![CDATA[I've spent years teaching the fix for earning more professional trust as three words: Ask, Don't Answer. Then a podcast host got it down to three letters ABT, and the best line of the episode wasn't mine.]]></description><link>https://www.winthequestion.com/post/ask-before-tell-a-trust-skill-in-the-wild</link><guid isPermaLink="false">6a84b36b6f644c8dfb4912ed</guid><category><![CDATA[Trust Skills]]></category><pubDate>Tue, 18 Aug 2026 19:55:43 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_2ca78e8fef5e4e9cb681f77bbf7de043~mv2.png/v1/fit/w_1000,h_630,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item><item><title><![CDATA[Listen to Learn: Slow Down and Hear Something You Don't Know]]></title><description><![CDATA[The second trust skill is short to say and hard to do: slow down, and listen to learn something you don't know instead of reloading your next answer. Why it's hard to get there, the five layers under every client conversation, and the five-minute drill that trains it.]]></description><link>https://www.winthequestion.com/post/listen-to-learn-slow-down-and-hear-something-you-don-t-know</link><guid isPermaLink="false">6a91b7eb968a722ed637c8c3</guid><category><![CDATA[Trust Skills]]></category><pubDate>Mon, 10 Aug 2026 04:00:00 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_3169fe3d60f0423594d41c5049da3dea~mv2.png/v1/fit/w_1000,h_630,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item><item><title><![CDATA[Trust Skills Audit: Too Much About Me, Sir]]></title><description><![CDATA[Fifty-two minutes into a catch-up with an old friend, I heard myself say it: "Anyways, too much about me, sir." I teach this for a living, and a tool I built to check on myself keeps catching me anyway. It's called the Trust Audit, it's free, it runs in your own AI account, and it's now in beta. Run it on one real call, then tell me what it got right and what it got wrong.]]></description><link>https://www.winthequestion.com/post/trust-skills-audit-too-much-about-me-sir</link><guid isPermaLink="false">6a85a083814189c216c4faa5</guid><category><![CDATA[Trust Skills]]></category><pubDate>Mon, 03 Aug 2026 04:00:00 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_100751c3102441baa868f934d0b1be68~mv2.png/v1/fit/w_1000,h_1000,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item><item><title><![CDATA[Becoming Preferred and Earning Trust Are Two Sides of the Same Professional Coin]]></title><description><![CDATA[Michael Vickers built a podcast on becoming the preferred provider. I wrote a book about earning trust. Forty-five minutes in, it was clear we were describing the same person. Three things I took from the conversation, including the one that still stings.]]></description><link>https://www.winthequestion.com/post/becoming-preferred-and-earning-trust-are-two-sides-of-the-same-professional-coin</link><guid isPermaLink="false">6a79b74cfeb46c460530dece</guid><category><![CDATA[Trust Skills]]></category><pubDate>Wed, 29 Jul 2026 04:00:00 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_e32ae6a7fd564960bf816a46b536c13f~mv2.png/v1/fit/w_1000,h_630,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item><item><title><![CDATA[The Trust Effect on Professional Services Margins]]></title><description><![CDATA[The professional in the room drives 53% of client loyalty. The firm behind them drives 19%. Most firms measure the 19. Here's what that's costing them.]]></description><link>https://www.winthequestion.com/post/the-trust-effect-on-professional-services-margins</link><guid isPermaLink="false">6a884dcb023ad9e6d7ff7013</guid><category><![CDATA[Trust Math]]></category><pubDate>Mon, 20 Jul 2026 04:00:00 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_632eb0e159814e70aae4f8ef29773bf3~mv2.png/v1/fit/w_1000,h_1000,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item><item><title><![CDATA[Trust Framing: How to Help a Client Be Smarter]]></title><description><![CDATA[The skill clients remember you for. Also the one that scares me most. Trust framing is the third of the four trust skills. The move is simple to describe and hard to do: say your draft of the client's problem out loud, in their language, before you're sure of it, and let them fix it until it's theirs. The payoff is the reason clients keep you around. They leave the meeting feeling smarter about their own problem. And a frame the client helped build gets carried into rooms you will never be...]]></description><link>https://www.winthequestion.com/post/trust-framing-how-to-help-a-client-be-smarter</link><guid isPermaLink="false">6a918c30d6fb6eedc54b959d</guid><category><![CDATA[Trust Skills]]></category><pubDate>Fri, 03 Jul 2026 04:00:00 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_c61faf99ee9f4321b1072d0333dca234~mv2.png/v1/fit/w_1000,h_900,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item><item><title><![CDATA[Trust Is Won When Things Go Wrong]]></title><description><![CDATA[A storm grounded the shoot, the budget was gone, and my first instinct was to hide behind a clause in the contract. It cost me the client. The moments when things go wrong are not emergencies to survive. They are where trust actually gets built, and the research says the payoff is bigger than a clean track record.]]></description><link>https://www.winthequestion.com/post/trust-is-won-when-things-go-wrong</link><guid isPermaLink="false">6a9056b8400cc523027fafe3</guid><category><![CDATA[Moments of Trust]]></category><category><![CDATA[Trust Skills]]></category><pubDate>Thu, 25 Jun 2026 04:00:00 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_6b29578365874fc0b6f325afc852a656~mv2.png/v1/fit/w_1000,h_630,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item><item><title><![CDATA[Ask, Don't Answer: The First Trust Skill]]></title><description><![CDATA[Doctors interrupt patients within eleven seconds. Professionals do the same thing across the boardroom table. The first trust skill, demonstrated with a before and after.]]></description><link>https://www.winthequestion.com/post/ask-don-t-answer-the-first-trust-skill</link><guid isPermaLink="false">6a7682752dc76a37da3f91b3</guid><category><![CDATA[Trust Skills]]></category><pubDate>Mon, 22 Jun 2026 04:00:00 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_e082bc586455489382230f112371438c~mv2.png/v1/fit/w_1000,h_630,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item><item><title><![CDATA[How to Defend Your L&#38;D Budget: Training Your Partners Will Approve]]></title><description><![CDATA[Budget season at your professional services firm? How to defend the training line to your partners, plus the two-budget move that makes the case easier.]]></description><link>https://www.winthequestion.com/post/how-to-defend-your-l-d-budget-training-your-partners-will-approve</link><guid isPermaLink="false">6a79d377ecb2cb929ff67082</guid><category><![CDATA[Trust Math]]></category><pubDate>Thu, 18 Jun 2026 15:28:24 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_1626afce0e8741089725654346a0a2ed~mv2.png/v1/fit/w_1000,h_630,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item><item><title><![CDATA[Inside the Room: Trust Training With an Investment Banking Team]]></title><description><![CDATA[Eight dealmakers, real client situations, worked live. Everyone in the room was smart. That was never the problem. What a trust workshop actually looks like.]]></description><link>https://www.winthequestion.com/post/inside-the-room-trust-training-with-an-investment-banking-team</link><guid isPermaLink="false">6a7687192dc76a37da3f9b75</guid><category><![CDATA[Inside the Profession]]></category><pubDate>Mon, 15 Jun 2026 04:00:00 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_6d637e197d84416c95ddd5b7b6a13e26~mv2.png/v1/fit/w_1000,h_1000,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item><item><title><![CDATA[The 20 Percent Question]]></title><description><![CDATA[A client offered 20 percent more budget. The old me would have grabbed it with a bigger answer. One open question changed the room instead. An Asshole Files story.]]></description><link>https://www.winthequestion.com/post/the-20-percent-question</link><guid isPermaLink="false">6a7677f4421979b2d972998e</guid><category><![CDATA[The Asshole files]]></category><pubDate>Mon, 08 Jun 2026 04:00:00 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_d5ccaeaaf0ac4e6ca9160ab7bb8fea96~mv2.png/v1/fit/w_1000,h_630,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item><item><title><![CDATA[Why Win The Question Exists]]></title><description><![CDATA[Smart professionals lose trust by trying to look smart. The story behind Win The Question, from a blunt piece of feedback in Chicago to trust training for professional services firms.]]></description><link>https://www.winthequestion.com/post/why-win-the-question-exists</link><guid isPermaLink="false">6a7673b7421979b2d9728f40</guid><category><![CDATA[Trust Skills]]></category><pubDate>Mon, 01 Jun 2026 04:00:00 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/eb3a13_4e2d66444bbc4388829123db71e7e131~mv2.png/v1/fit/w_1000,h_630,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Scott Armstrong</dc:creator></item></channel></rss>