Trusted Advisor Fieldbook A Comprehensive Toolkit for Leading with Trust

ISBN-10: 1118085647
ISBN-13: 9781118085646
Edition: 2012
List price: $18.99 Buy it from $7.18
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Description: A practical guide to being a trusted advisor for leaders in any industry In this hands-on addition to the popular book The Trusted Advisor, youll find answers to pervasive questions about trust and leadership-such as how to develop business with  More...

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Book details

List price: $18.99
Copyright year: 2012
Publisher: John Wiley & Sons, Limited
Publication date: 12/16/2011
Binding: Paperback
Pages: 288
Size: 7.75" wide x 9.50" long x 0.75" tall
Weight: 1.254
Language: English

A practical guide to being a trusted advisor for leaders in any industry In this hands-on addition to the popular book The Trusted Advisor, youll 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" Quizzes test your readiness to apply what you have learned Action plans bridge the gap between insights and outcomes Put the knowledge and practices in this fieldbook to work, and youll be someone who earns trust quickly, consistently, and sustainably-in business and in life.

Introduction
Why a Fieldbook
Who Should Read this Book
How to Use this Book
Where to Begin
A Trust Primer
Fundamental Truths
Trust Requires Trusting and Being Trusted
Trust Is Personal
Trust Is about Relationships
Trust Is Created in Interactions
There Is No Trust without Risk
Trust Is Paradoxical
Listening Drives Trust and Influence
Trust Does Not Take Time
Trust Is Strong and Durable, Not Fragile
You Get What You Give
Fundamental Attitudes
Principles over Processes
You Are More Connected than You Think
It's Not about You
Curiosity Trumps Knowing
Time Works for You
The Dynamics of Influence
Earning the Right to Be Right: Three Steps
A Five-Point Checklist for Influencing Meetings
Three Trust Models
The Trust Equation
The Trust Creation Process
The Trust Principles
Five Trust Skills
Listen
Partner
Improvise
Risk
Know Yourself
Developing Your Trust Skill Set
Listen
The Listening Differentiator: Empathy
Four Barriers to Paying Attention
Three-Level Listening
Seven Listening Best Practices
Your Everyday Empathy Workout: Low Weights, High Reps
Partner
Partnering Traits
Ten Common Partnering Barriers
Self-Assessment: Are You Primed for Partnership?
Specific Ways to Build Your Partnering Muscle
Improvise
The Science behind Moments of Truth
How Moments of Truth Become Moments of Mastery
The Practice of Improvisation
Role-Play Your Way to Mastery
Risk
The Relationship between Trust and Risk
Six Ways to Practice Risk-Taking
The Three-Question Transparency Test
A Tool for Truth-Telling: Name It and Claim It
The Power of Caveats
Know Yourself
How Blind Spots Impede Trust-Building
Three Approaches to Expand Your Self-Knowledge
How to Use Self-Knowledge to Increase Trust
Developing Business with Trust
Trust-Based Marketing and Business Development
Focus on Your Customer
Collaborate to Drive New Business
Focus on Relationships, Not Transactions
Be Transparent with Prospects and Clients
Trust-Based Networking
Ten Best Practices for Trust-Based Networking
Technology and Trust-Based Networking
Delivering the Pitch
Sometimes the Best Pitch Is No Pitch
Don't Skip the Prepitch Warm-Up
Make It Interactive
Have a Point of View
Take the Preoccupation Out of Price
With PowerPoint, Less Is More
Stop Selling Your Qualifications
Do Not Denigrate the Competition
Be Willing to Ditch the Pitch
Handling Objections
The Problem: How You Think about Objections
The Antidote: Change Your Thinking
Three Ways to Improve the Quality of Your Conversations
Talking Price
The Price Isn't the Problem
When to Talk Price
How to Address Price Concerns
The Three Primary Drivers of Price Concerns
A Special Case: The Engineer Buyer
Closing the Deal
Six Reasons Not to Always Be Closing
Five Practices to Stop Closing and Start Helping
Developing New Business with Existing Clients
First, Deepen the Relationship
Move Upstream
Cross-Sell
Seek Referrals
Selling to the C-Suite
What Sets the C-Suite Apart
A Different Kind of Preparation
Nine Best Practices for Successful C-Suite Meetings
Reviving Stalled Relationships
How to Reengage
When It's Time to Walk Away
Managing Relationships with Trust
Starting Off Right
Three Ways Kickoffs Go Wrong
Four Key Ingredients for a Successful Kickoff
A Word of Caution
Accelerating Trust
Three Steps for Creating Trust Quickly
21 Ways to Build Trust … Fast
Navigating Politics
Seven Best Practices for Dealing with Organizational Politics
The Special Challenges of Client Politics
Shifting from Tactics to Strategy
The Strategy Blind Spot
Four Key Questions to Shift the Conversation
How to Engage Strategically
My Client Is a Jerk: Transforming Relationships Gone Bad
What Lies Behind Bad Behavior
From Difficult to Rewarding: Three Steps
Reframing: Five Steps to a Better Problem Statement
Dealing with Untrustworthy People
Blame and an Inability to Confront
Constructive Confrontation
When You Can't Confront
When to Walk Away
Trust-Based Negotiations
Where Negotiations Go Wrong
Changing the Game by Working from Trust
Building Trust at a Distance
The Key to Building Trust at a Distance: Familiarity
The Role of Technology in Communication
Ten Best Practices for Managing Virtual Teams
Building and Running a Trustworthy Organization
Making the Case for Trust
Economic Benefits of Trust
Social Benefits of Trust
Ethical Benefits of Trust
Creating a Culture of Trust
Two Keys to Trust Culture Change: Virtues and Values
Implementing Trust Initiatives
Spotlight on Trust Diagnostics
Trust in Internal Staff Functions
The Top Trust Barriers by Function
Five Trust-Enhancing Opportunities for Internal Staff
Don't Confuse Your Metrics with Your Mission
Training for Trustworthiness
The One-Two Punch for Trustworthiness Training
How to Set Off the Aha: A Nine-Point Checklist
Eleven Ways to Make It Stick
Create the Right Learning Environment
List of Lists
Fundamental Truths
Fundamental Attitudes
The Dynamics of Influence
Three Trust Models
Five Trust Skills
Listen
Partner
Improvise
Risk
Know Yourself
Trust-Based Marketing and Business Development
Delivering the Pitch
Handling Objections
Talking Price
Closing the Deal
Developing New Business with Existing Clients
Selling to the C-Suite
Reviving Stalled Relationships
Starting Off Right
Accelerating Trust
Navigating Politics
Shifting from Tactics to Strategy
My Client Is a Jerk: Transforming Relationships Gone Bad
Dealing with Untrustworthy People
Trust-Based Negotiations
Building Trust at a Distance
Making the Case for Trust
Creating a Culture of Trust
Trust in Internal Staff Functions
Training for Trustworthiness
Notes
Selected Bibliography
About the Authors
Index

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