The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust

  • 5h 2m
  • Andrea P. Howe, Charles H. Green
  • John Wiley & Sons (US)
  • 2012

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.

About the Authors

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.

In this Book

  • The Trusted Advisor Fieldbook—A Comprehensive Toolkit for Leading with Trust
  • Introduction
  • 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
  • Trust-Based Networking
  • 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
  • List of Lists
  • Notes
  • Selected Bibliography