Selling Trust into the Sales Process (Episode 40) Trust Matters,The Podcast

Welcome to the newest episode of Trust Matters, The Podcast. Listeners submit their personal questions about professional relationships, trust, and business situations to our in-house expert Charles H. Green, CEO, Trusted Advisor Associates, and co-author of The Trusted Advisor.

Jennifer from a Telecommunications company writes in and asks, “I know you’ve written about Trust-based Selling. My question is not to ask you to explain Trust-based Selling, but instead how to SELL the Trust-based Selling approach into my sales training team?  What’s the hook? The business case? How can I get them to consider it seriously?”

Do you want to send your questions to Charlie & Trust Matters, The Podcast?

We’ll answer almost ANY question about confusing, complicated or awkward business situations with clients, management, and colleagues. Email us: podcast@trustedadvisor.com

Podcast Interview: The Importance of Trust in Remote Leadership

Richard Hsu, Director of the Partner Practice Group, interviews Charles H. Green, on the HSU Untied Podcast, for a deep dive discussion into how leaders can refine their trust and communication skills in this new, virtual business world.

Learn how to connect with and read your team better, virtually. Understand how Intimacy and Self orientation are more important than ever.

Trust in the Job Hunting Process (Episode 37) Trust Matters,The Podcast

Welcome to the newest episode of Trust Matters, The Podcast. Listeners submit their personal questions about professional relationships, trust, and business situations to our in-house expert Charles H. Green, CEO, Trusted Advisor Associates and co-author of The Trusted Advisor.

A technology project manager writes in and asks, “I’ve been responding to postings in my field, I’ve got a solid resume, and I’m getting interviews, but – I’m not getting call-backs. In my interviews, I make sure to highlight the project management fits in my resume with the specific requirements they cite. But something isn’t working. Any advice?”

Looking for more advice on how to improve your interview skills?  Join our next webinar How to Influence a Skeptical Audience: 3 Simple Steps

Do you want to send your questions to Charlie & Trust Matters, The Podcast?

We’ll answer almost ANY question about confusing, complicated or awkward business situations with clients, management, and colleagues. Email us: podcast@trustedadvisor.com

 

Does Trust Differ From Salesperson to Sales Management? (Episode 36) Trust Matters,The Podcast

Welcome to the newest episode of Trust Matters, The Podcast. Listeners submit their personal questions about professional relationships, trust, and business situations to our in-house expert Charles H. Green, CEO, Trusted Advisor Associates and co-author of The Trusted Advisor.

Dr. Peter Johnson, Clinical Professor of Marketing at Fordham’s Gabelli School of Business in New York. Dr. Johnson writes in to suggest we talk about the role of trust in a critical business transition –  from a salesperson to a sales manager.

Learn more about the basic tools of trust and professional relationships. Play the podcast episode above and register for our next webinar on February 25.

 

Navigating a Morally Compromising Situation (Episode 32) Trust Matters,The Podcast

Welcome to the newest episode of Trust Matters, The Podcast. Listeners submit their personal questions about professional relationships, trust, and business situations to our in-house expert Charles H. Green, CEO, Trusted Advisor Associates and co-author of The Trusted Advisor.

A customer service manager at a B2B SAS company is in a tricky situation: “I just started a role at a new company. The way they manage aspects of customer service feels a bit sleazy to me. It seems to be part of a larger culture. There is a lot I like about this company and my new job otherwise. How should I handle this situation?”

Do you want to send your questions to Charlie & Trust Matters, The Podcast?

We’ll answer almost ANY question about confusing, complicated or awkward business situations with clients, management, and colleagues.

Email: podcast@trustedadvisor.com

We post new episodes every other week.

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Should I Start Consulting Or Stay In-House? (Episode 28) Trust Matters, The Podcast

An experienced B2B, technology Product Leader asks, “Should I break out and become a SME Consultant, starting my own practice or should I continue working at bigger companies? What do I need to know about starting my own consulting business?”

Do you want to send your questions to Charlie & Trust Matters, The Podcast?

We’ll answer almost ANY question about confusing, complicated or awkward business situations with clients, management, and colleagues.

Email: podcast@trustedadvisor.com

We’ll be posting new episodes every other week.
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Trust Matters, The Podcast: The Ghosting of Business Future (Episode 27)

The owner of a small tech consultancy talks about her recent experience being ghosted by a contractor she hired. She asks “What should I do about being ghosted?  How can I prevent this from happening again in the future?”

Want to learn more about how to handle ghosting in business? Read recent blog by Charles H. Green.

Do you want to send your questions to Charlie & Trust Matters, The Podcast?

We’ll answer almost ANY question about confusing, complicated or awkward business situations with clients, management, and colleagues.

Email: podcast@trustedadvisor.com

We’ll be posting new episodes every other Tuesday.
Subscribe to get the latest 
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Trust Matters, The Podcast: How to Reengage Unresponsive Sales Leads(Episode 25)

A manager at a communications firm writes in and asks “How to you manage qualified sales leads that seem very interested but then go silent? Do you keep reaching out?  Do you try another approach?”

Do you want to send your questions to Charlie & Trust Matters, The Podcast?

We’ll answer almost ANY question about confusing, complicated or awkward business situations with clients, management, and colleagues.

Email: podcast@trustedadvisor.com

We’ll be posting new episodes every other Tuesday.
Subscribe to get the latest 
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Trust Matters, The Podcast: Asking a Client for a Rate Increase (Episode 24)

A solo consultant asks , “How do I ask a long-standing client, whom I already bill a lot monthly, for a rate increase?”

Do you want to send your questions to Charlie & Trust Matters, The Podcast?

We’ll answer almost ANY question about confusing, complicated or awkward business situations with clients, management, and colleagues.

Email: podcast@trustedadvisor.com

We’ll be posting new episodes every other Tuesday.
Subscribe to get the latest 
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Five Short Phrases to Build Relationships: Part 2 of 5

This is the second in a series of five posts on short (seven words or less) powerful phrases. Each phrase distills the essence of a key part of approaching trust-based relationships in business.

Why focus on short phrases like this? Because the concise expression of several emotionally powerful concepts packs a punch. Such phrases feel profound. They catch the listener’s attention. They force the listener to reflect. They are short enough to remember every word, and therefore to resonate in the mind of the listener.

Today’s Phrase: (Four words) 

            “At the risk of…”

What then follows is a short list of your fears about what will happen if you say what you are about to say.  (And usually your fears are shared by the others in the conversation).

When to Use It

  • A key technique for calling out the “elephant in the room,” the thing that everyone is thinking about but no one feels comfortable saying
  • As a way of announcing an emotionally risky statement, thereby defusing the risk.

Examples

  • “At the risk of revealing my complete ignorance about this organization – what does the acronym QRP stand for in this paper?”
  • “At the risk of delving way too deep into personal relationship issues – it feels to me like there’s a bit of a breakdown in communications between you and Susan…”
  • “At the risk of grossly misreading your reaction, Susan, you seemed a little startled by that last part of the conversation?”

Why It Works.

These four little words pack an emotional punch well beyond their weight. They work because of the relationship between Transparency, Vulnerability, and Risk-taking, and because of the power of Ironic Over-statement.

Transparency. The opposite of transparency is opacity. When interactions are opaque, there is room for all parties to imagine all manner of bad motives, monsters lurking under the bed. When someone chooses to be transparent – to reveal their true motives, to shine a light on the ‘monsters’ – we relax. We feel more intimacy with that person, and our mistrust fades away. By speaking of the ‘elephant in the room,’ we deprive the elephant of its emotional power over us.

Vulnerability. By choosing to be the first to challenge the ‘rule’ about not speaking of the elephant, you are overtly taking a risk – the risk that every fear you listed may in fact be true.

      • But paradoxically, stating those very fears out loud in the form of a caveat (“at the risk of…”) robs them of their power – you have already acknowledged out loud the worst of your fears.
      • Having done so, the worst that others can say is, “Well, yes, that does reveal ignorance / get too personal / misread me.” In which case you simply say, “OK, got it, won’t make that mistake again.” You have converted an elephant into a mere checked-as-completed task.

Risk-taking. All trust starts with someone taking the risk. If you always wait for the other person to take the first risk, you are passively defaulting your power (the analogue in sales is “aggressively waiting for the phone to ring”). These four words not only announce your intent to take the first risk, but mitigate the risk you are taking (see the bullet points in ‘vulnerability’ comments above).

Ironic Over-statement. Note the adjectives and adverbs in the examples above: complete ignorance, way too deep, grossly misreading. We all know the lesson of Watergate: the cover-up is always worse than the crime.

By ironically over-stating our fears, we are immunizing ourselves against the Watergate error. No one can mistake your intent for a flimsy excuse, a lame apology, or an almost-but-not-quite admission. It evokes a response of, “All right, OK, we got it, let’s move along” – which is precisely what you want.

Next Blogpost:  Short Phrase #3 of 5: “Help me Understand…”


Click Here To Read The Full Series:

Part One

Part Two

Part Three

Part Four

Part Five