The Trusted Advisor
That very special business relationship is not just a catch-phrase. If present, it transforms business relationships for both parties in actionable and measurable ways. Trusted advisor relationships get more done, faster, at less cost, and with qualitatively better results. Trusted advisors’ advice is taken; their client retention rates go up; and their impact is broad. Trusted advisors have mastered some skills, but also some mindsets. The trust equation, and the process of trust creation are distinct ways to achieve both.
Charles H. Green (co)-wrote the book on the subject. He talks about the benefits of trusted advisor status, and how professionals can achieve it. Examples, practical steps, and a Top Ten list of actions you can take. Reference: The Trusted Advisor
There is no more effective sales tool for a seller than the trust of the buyer. That’s a bold statement, but true; trust can trump price, cost and even past relationships. Sellers who are trusted can not only generate insights, but get them accepted. Trusted sellers can deal with timeframes beyond the transaction. They are granted access to ideas and perspectives well beyond the rest of the crowd. Sellers who understand trust quickly develop answers to all customer objections. Short-term results quickly improve, because they are based on long-term benefit to customers.
Charles H. Green talks about the power of sellers who are trusted, the five-step process for establishing trust in the sales process , answering the Six Toughest Questions, and principles for creating trust in all sales situations. Reference: Trust-based Selling
Leading with Trust
Leadership, we’ve been taught, is something done by leaders – uncommon individuals with charisma and vision, who can get out front and take charge. But the world has changed. It’s no longer about leaders and followers – it’s about managing horizontal relationships. With outsourcing, strategic alliances, task forces, virtual teams and changing organizations, the critical leadership skills are no longer command and control – they are trust and influence. The leader of the future knows how to achieve coordinated action by those over whom (s)he has no direct authority.
Charles H. Green talks about this new role of leaders, and the need for broader distribution of horizontal leadership skills in today’s organizations. Find out how horizontal leaders lead with trust. Reference: The Trusted Advisor Fieldbook
The Trust-based Organization
An organization based on trust is one whose people are trustworthy, know how to trust others, and has a reputation for both. Such organizations are distinguished by low employee turnover and high customer retention. They are flexible in the face of change, because they know how to operate from principle. They are profitable because doing business with trust is both efficient and effective. And they are run not by metrics and processes alone, but by clearly articulated and commonly held principles.
Charles H. Green talks about the benefits of trust-based organizations, and the Four Virtues and Four Values that underlie their success. Find out what it takes to have an organization that trusts, is trustworthy, and is trusted. Reference: The Trusted Advisor Fieldbook
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