Book description
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.
Table of contents
- Cover
- Endorsements
- Title Page
- Copyright
- Dedication
- Acknowledgements
- Introduction
-
Part I: A Trust Primer
-
Chapter 1: Fundamental Truths
- Fundamental Truth 1: Trust Requires Trusting and Being Trusted
- Fundamental Truth 2: Trust Is Personal
- Fundamental Truth 3: Trust Is about Relationships
- Fundamental Truth 4: Trust Is Created in Interactions
- Fundamental Truth 5: There Is No Trust without Risk
- Fundamental Truth 6: Trust Is Paradoxical
- Fundamental Truth 7: Listening Drives Trust and Influence
- Fundamental Truth 8: Trust Does Not Take Time
- Fundamental Truth 9: Trust Is Strong and Durable, Not Fragile
- Fundamental Truth 10: You Get What You Give
- Chapter 2: Fundamental Attitudes
- Chapter 3: The Dynamics of Influence
- Chapter 4: Three Trust Models
- Chapter 5: Five Trust Skills
-
Chapter 1: Fundamental Truths
- Part II: Fundamental Truths
-
Part III: Developing Business with Trust
- Chapter 11: Trust-Based Marketing and Business Development
- Chapter 12: Trust-Based Networking
- Chapter 13: Delivering the Pitch
- Chapter 14: Handling Objections
- Chapter 15: Talking Price
- Chapter 16: Closing the Deal
- Chapter 17: Developing New Business with Existing Clients
- Chapter 18: Selling to the C-Suite
- Chapter 19: Reviving Stalled Relationships
- Part IV: Managing Relationships with Trust
- Part V: Building and Running a Trustworthy Organization
-
List of Lists
- Chapter 1 Fundamental Truths
- Chapter 2 Fundamental Attitudes
- Chapter 3 The Dynamics of Influence
- Chapter 4 Three Trust Models
- Chapter 5 Five Trust Skills
- Chapter 6 Listen
- Chapter 7 Partner
- Chapter 8 Improvise
- Chapter 9 Risk
- Chapter 10 Know Yourself
- Chapter 11 Trust-Based Marketing and Business Development
- Chapter 12 Trust-Based Networking
- Chapter 13 Delivering the Pitch
- Chapter 14 Handling Objections
- Chapter 15 Talking Price
- Chapter 16 Closing the Deal
- Chapter 17 Developing New Business with Existing Clients
- Chapter 18 Selling to the C-Suite
- Chapter 19 Reviving Stalled Relationships
- Chapter 20 Starting Off Right
- Chapter 21 Accelerating Trust
- Chapter 22 Navigating Politics
- Chapter 23: Shifting from Tactics to Strategy
- Chapter 24 My Client Is a Jerk: Transforming Relationships Gone Bad
- Chapter 25 Dealing with Untrustworthy People
- Chapter 26 Trust-Based Negotiations
- Chapter 27 Building Trust at a Distance
- Chapter 28 Making the Case for Trust
- Chapter 29 Creating a Culture of Trust
- Chapter 30 Trust in Internal Staff Functions
- Chapter 31 Training for Trustworthiness
-
Notes
- Chapter 1 Fundamental Truths
- Chapter 2 Fundamental Attitudes
- Chapter 3 The Dynamics of Influence
- Chapter 4 Three Trust Models
- Chapter 5 Five Trust Skills
- Chapter 6 Listen
- Chapter 7 Partner
- Chapter 8 Improvise
- Chapter 9 Risk
- Chapter 10 Know Yourself
- Chapter 11 Trust-Based Marketing and Business Development
- Chapter 12 Delivering the Pitch
- Chapter 13 Delivering the Pitch
- Chapter 14 Handling Objections
- Chapter 16 Closing the Deal
- Chapter 17 Developing New Business with Existing Clients
- Chapter 21 Accelerating Trust
- Chapter 25 Dealing with Untrustworthy People
- Chapter 26 Trust-Based Negotiations
- Chapter 27 Building Trust at a Distance
- Chapter 28 Making the Case for Trust
- Chapter 29 Creating a Culture of Trust
- Chapter 30 Trust in Internal Staff Functions
- Chapter 31 Training for Trustworthiness
- Selected Bibliography
- About the Authors
- Index
Product information
- Title: The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust
- Author(s):
- Release date: November 2011
- Publisher(s): Wiley
- ISBN: 9781118085646
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