Being a Trusted Advisor
Our signature workshop, Being a Trusted Advisor, is a fully engaging experience aimed both at building professionals’ trustworthiness, and their ability to create trust. It is aimed at client-facing professionals (both internal and external clients), such as consultants, shared services, and tech or customer support. (See the companion program Trust-based Selling for business development organizations).
The half-day, one-day or two-day workshop is built upon the Trust Equation (the four components of trustworthiness), and the Trust Creation Process. They typically include the TQ Trust Quotient Assessment tool for evaluating participants’ trustworthiness. The longer programs also address the Trust Principles for creating trust-based teams and organizations.
The sessions are interactive and highly practical, because they are tailored to organizations’ actual real-life issues and individual needs. Workshops are ideally suited for 20-35 people.
- Understanding of and appreciation for the key components of trustworthiness
- Extremely practical tips for creating trust in a variety of common business situations
- Practice in applying tools and techniques to individual-user-specific situations
- Greater self-confidence, ease and ability to transform risky situations into trust-creating opportunities
Trust and “sales” are not typically thought of in the same sentence. Many B2B and services professionals are not even comfortable seeing themselves as “salespeople.” This signature program transforms participants’ views of business development by the rigorous application of trust principles. Participants learn the critical differences between ‘salespeople’ and trusted business advisors. And, the truth is; people are actually more likely to buy from those they trust.
Trust-based Selling is not a sales process; it is process-agnostic. It teaches participants how to create trust through any process by rigorous application of the Trust Equation, the Trust Creation Process, and the Four Trust Principles.
Typical participants include: B2B sales people from high-priced, complex products and services; professional services business developers; seller-doer consultative organizations; partners in professional services organizations; and other functions that need to improve their persuasiveness consistent with the highest integrity.
The workshops are built in half-day, one-day and two-day formats, for from 15 to 40 participants. They include interactive role-play exercises and video materials. They address issues like networking, closing, answering the Five Toughest Sales Questions, pricing, cross-selling, delivering pitches, understanding the B2B buying process, and selling to the C-Suite – all from the perspective of trust initially written about in our three books on trusted business relationships.
- Brings your existing sales process to “life” by focusing it on real client needs and building real client relationships
- Increased win rate on new client opportunities; higher client retention; lower price resistance; greater cross-selling effectiveness
- Enhanced teamwork internal to the organization
- Greater sense of self-worth and integrity
You know your IQ and your EQ – but do you know your TQ? The TQ Trust Quotient is a diagnostic tool designed to assess your trustworthiness. It is based on the Trust Equation, first introduced in the best-selling book The Trusted Advisor. Learn your score and how it impacts your business, your relationships with colleagues and clients, and your success at sales.
The TQ identifies individual strengths and weaknesses around the four components of trustworthiness (Credibility, Reliability, Intimacy, and Self-Orientation), and highlights your own personal Trust Temperament™ – providing insight into how your own approach to trustworthiness impacts your professional relationships.
Individuals are scored on four factors of trust connected to the Trust Equation. Each participant receives a comprehensive report, with actionable tips and insight to improving one’s trustworthiness and leveraging their existing strengths.
Our TQ programming is built to provide groups both large and small with detailed understanding of their approach to trust. Groups receive unique profiles, hands-on support from our Diagnostics Team, and optional custom solutions including webinars, trainings, and more.
- Individual team members build their confidence and get tools for building trusted advisor relationships with clients—in turn gaining more business
- Teams gain a common understanding of trustworthiness, which encourages more communication and collaboration
- Gain key insights into your team’s profile and performance, and identify opportunities for balance and improvement within the organization
Feedback is everything. Based on the individual TQ (see above), the Trust 360 offers individuals comprehensive view of their trustworthiness, but having them complete the TQ assessment on the individual in question.
A multi-rater assessment, theTrust 360 is the perfect tool to gathering feedback from both colleagues and clients on one’s own trustworthiness.
The Trust 360 is a comprehensive, multi-rater assessment built upon the foundation of our Trust Quotient assessment. By soliciting confidential, anonymous feedback from a group of clients or customers and colleagues, the Trust 360 provides a comprehensive look at your trustworthiness from the vantage point of others.
The Trust 360 has been an integral part of dozens of organizations, helping to provide key insight and learning about trust and self-awareness. By collecting and reviewing honest, impactful feedback from the most important people to your organization or department (team members, clients, and partners), you’re able to get a firmer grasp on how to improve not only your existing relationships, but how you approach new ones.
Group programs are built to support both large and small programs, ranging from 6 participants to 600 participants. Groups receive hands-on program support, in-depth program tracking, group profiles and analysis, custom communication management, and optional further program customization including post-program webinars, coaching and more.
- Get confidential feedback about how other’s view your-own trustworthiness
- Identify discrepancies between how participants rated themselves and how others rated them
- Get immediate, real world examples of actions to take to improve trustworthiness during a half-day seminar with a Trusted Advisor facilitator
Our Trust-based Executive Coaching takes many forms – from on-demand sessions to ongoing, long-term programs. Our practical coaching focuses on key issues that you, your team, and your organization face every day.
The program is helmed by Stewart , whose goal is to help you master trust-building skills, improve your professional relationships, and overcome specific trust issues.
Our goal is to listen, understand, and advise, building a trusted relationship to help you grow personally and succeed.
- Get structured, ongoing coaching to tackle any number of challenging business issues
- Invest in yourself, your team and your abilities to work together and drive better team results
- Gain an experienced advisor to help improve your professional career
“The Trusted Advisor Coaching Program is much more about building trust relationships than just selling products or services within a trust-based model. Andrea Howe did a spectacular job guiding us through two days of training, which was followed by several hours of professional coaching by Stewart Hirsch. He delivered beyond expectations and I quickly learned how to apply the principles learned in class.”
— Pat D’Alba, Senior Vice President, CFRE, The Solutions Group, Grizzard Communications
Guided Learning to Master Trust
Guided Learning to Master Trust strives to help individuals maximize their potential as a trusted business advisor.
It’s an intensive, three-month experience combining e-learning, personalized coaching, and group coaching (for group enrollments only). Commit to improving your business relationships and creating opportunity for business success. Based on combination of our coaching resources (see above) and our Being a Trusted Advisor online course, it offers both a broad view of skills and insights, and a highly personalized approach to making those abilities come alive in application.
The program is ideal for individuals or small groups of leaders, especially in sales, human resources, information technology, finance, or legal teams. The program creates an open opportunity for reflection, as a group, on trust experiences and one-on-one training from a Trusted Advisor Associates coach.
- Gain mastery in creating trust in business and sales
- Develop long-lasting successful business relationships with peers, partners and clients
- Take a significant step in your own personal development
Charles H. Green is a preeminent thought leader when it comes to trust-based business relationships.
Charlie’s career in professional services spans more than 30 years. He co-authored the “bible” for advisory relationships, The Trusted Advisor, as well as Trust-Based Selling and The Trusted Advisor Fieldbook . All three books have become the go-to resources for businesses looking to grow and enhance trust in their
Charlie’s keynotes are perfect for any new or existing program or event geared towards sales professionals, frontline managers and their employees, senior leaders, and the organization as a whole.
Trusted Advisor Academy
Trusted Advisor Academy lets you build trust-based relationships at its own pace.
Begin with 11 essential trust lessons delivered to your virtual doorstep. The lessons apply to any stakeholder relationship. Then, add 18 situation-specific lessons that help you focus on current and new clients. Each lesson comes with its own self-study guide and self-assessments.
View available courses and enroll here
“We bought Trusted Advisor 24×7: The Video Series for hundreds of attendees – to change behavior by reinforcing relationship principles well after the formal training ends. It’s not just videos; it’s got insights and quizzes, takes just minutes, and engages users. Bottom line: we’re very pleased.”
— Bryan Stambaugh | Director, Business Winning Operations | BAE Systems
Quick, actionable tips can make all the difference in how you approach trust. Here, Charlie Green breaks down a few key trust tips in easy-to-digest videos that are great to share, inspire or just reconnect with what you’ve already learned in one of our programs.
View the Trust Tip series here
If you would like more information, please reach out to us.