A practical guide to being a trusted advisor for leaders in any
industry
In this hands-on successor to the popular book The Trusted
Advisor, you'll find answers to pervasive questions about trust
and leadership--such as how to develop business with trust,
nurture trust-based relationships, build and run a trustworthy
organization, and develop your trust skill set. This pragmatic
workbook delivers everyday tools, exercises, resources, and
actionable to-do lists for the wide range of situations a trusted
advisor inevitably encounters. The authors speak in concrete terms
about how to dramatically improve your results in sales,
relationship management, and organizational performance.
Your success as a leader will always be based on the degree to
which you are trusted by your stakeholders. Each chapter offers
specific ways to train your thinking and your habits in order to
earn the trust that is necessary to be influential, successful, and
known as someone who makes a difference.
* Self-administered worksheets and coaching questions provide
immediate insights into your current business challenges
* Real-life examples demonstrate proven ways to "walk the
talk"
* Action plans bridge the gap between insights and outcomes
Put the knowledge and practices in this fieldbook to work, and
you'll be someone who earns trust quickly, consistently, and
sustainably--in business and in life.
Autorentext
CHARLES H. GREEN is founder and CEO of Trusted Advisor Associates. The author of Trust-Based Selling and coauthor of The Trusted Advisor, he is a noted speaker on trust in sales, within organizations, and in external business relationships.
ANDREA P. HOWE is part of the leadership team of Trusted Advisor Associates. She is also the founder and President of BossaNova Consulting Group. A veteran consultant and seminar leader, Andrea specializes in serving global professional services firms.
Zusammenfassung
A practical guide to being a trusted advisor for leaders in any industry
In this hands-on successor to the popular book The Trusted Advisor, you'll find answers to pervasive questions about trust and leadershipsuch as how to develop business with trust, nurture trust-based relationships, build and run a trustworthy organization, and develop your trust skill set. This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters. The authors speak in concrete terms about how to dramatically improve your results in sales, relationship management, and organizational performance.
Your success as a leader will always be based on the degree to which you are trusted by your stakeholders. Each chapter offers specific ways to train your thinking and your habits in order to earn the trust that is necessary to be influential, successful, and known as someone who makes a difference.
- Self-administered worksheets and coaching questions provide immediate insights into your current business challenges
- Real-life examples demonstrate proven ways to "walk the talk"
- Action plans bridge the gap between insights and outcomes
Put the knowledge and practices in this fieldbook to work, and you'll be someone who earns trust quickly, consistently, and sustainablyin business and in life.
Inhalt
Introduction xvi
Why a Fieldbook xvi
Who Should Read this Book xvi
How to Use this Book xvii
Where to Begin xvii
Part I A Trust Primer 1
Chapter 1 Fundamental Truths 3
Trust Requires Trusting and Being Trusted 3
Trust Is Personal 3
Trust Is about Relationships 4
Trust Is Created in Interactions 4
There Is No Trust without Risk 4
Trust Is Paradoxical 5
Listening Drives Trust and Influence 5
Trust Does Not Take Time 5
Trust Is Strong and Durable, Not Fragile 6
You Get What You Give 7
Chapter 2 Fundamental Attitudes 9
Principles over Processes 9
You Are More Connected than You Think 11
It's Not about You 11
Curiosity Trumps Knowing 11
Time Works for You 13
Chapter 3 The Dynamics of Influence 15
Earning the Right to Be Right: Three Steps 15
A Five-Point Checklist for Influencing Meetings 18
Chapter 4 Three Trust Models 22
The Trust Equation 22
The Trust Creation Process 25
The Trust Principles 26
Chapter 5 Five Trust Skills 33
Listen 33
Partner 34
Improvise 35
Risk 35
Know Yourself 36
Part II Developing Your Trust Skill Set 39
Chapter 6 Listen 41
The Listening Differentiator: Empathy 41
Four Barriers to Paying Attention 42
Three-Level Listening 43
Seven Listening Best Practices 47
Your Everyday Empathy Workout: Low Weights, High Reps 48
Chapter 7 Partner 51
Partnering Traits 51
Ten Common Partnering Barriers 52
Self-Assessment: Are You Primed for Partnership? 54
Specific Ways to Build Your Partnering Muscle 55
Chapter 8 Improvise 61
The Science behind Moments of Truth 62
How Moments of Truth Become Moments of Mastery 62
The Practice of Improvisation 62
Role-Play Your Way to Mastery 64
Chapter 9 Risk 68
The Relationship between Trust and Risk 69
Six Ways to Practice Risk-Taking 70
The Three-Question Transparency Test 71
A Tool for Truth-Telling: Name It and Claim It 72
The Power of Caveats 74
Chapter 10 Know Yourself 79
How Blind Spots Impede Trust-Building 79
Three Approaches to Expand Your Self-Knowledge 80
How to Use Self-Knowledge to Increase Trust 82
Part III Developing Business with Trust 85
Chapter 11 Trust-Based Marketing and Business Development 87
Focus on Your Customer 87
Collaborate to Drive New Business 89
Focus on Relationships, Not Transactions 90
Be Transparent with Prospects and Clients 91
Chapter 12 Trust-Based Networking 94
Ten Best Practices for Trust-Based Networking 95
Technology and Trust-Based Networking 97
Chapter 13 Delivering the Pitch 102
Sometimes the Best Pitch Is No Pitch 102
Don't Skip the Prepitch Warm-Up 103
Make It Interactive 104
Have a Point of View 105
Take the Preoccupation Out of Price 105
With PowerPoint, Less Is More 106
Stop Selling Your Qualifications 106
Do Not Denigrate the Competition 107
Be Willing to Ditch the Pitch 107
Chapter 14 Handling Objections 110
The Problem: How You Think about Objections 110
The Antidote: Change Your Thinking 112
Three Ways to Improve the Quality of Your Conversations 113
Chapter 15 Talking Price 117
The Price Isn't the Problem 118
When to Talk Price ...