The Trusted Advisor Fieldbook

Charles H. Green 지음

Wiley 2011년 11월 22일 출간

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A practical guide to being a trusted advisor for leaders in any industryIn 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 challengesReal-life examples demonstrate proven ways to quot;walk the talkquot;Action plans bridge the gap between insights and outcomesPut 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.

목차

Introduction xviWhy a Fieldbook xviWho Should Read this Book xviHow to Use this Book xviiWhere to Begin xviiPart I A Trust Primer 1Chapter 1 Fundamental Truths 3Trust Requires Trusting and Being Trusted 3Trust Is Personal 3Trust Is about Relationships 4Trust Is Created in Interactions 4There Is No Trust without Risk 4Trust Is Paradoxical 5Listening Drives Trust and Influence 5Trust Does Not Take Time 5Trust Is Strong and Durable, Not Fragile 6You Get What You Give 7Chapter 2 Fundamental Attitudes 9Principles over Processes 9You Are More Connected than You Think 11It&-s Not about You 11Curiosity Trumps Knowing 11Time Works for You 13Chapter 3 The Dynamics of Influence 15Earning the Right to Be Right: Three Steps 15A Five-Point Checklist for Influencing Meetings 18Chapter 4 Three Trust Models 22The Trust Equation 22The Trust Creation Process 25The Trust Principles 26Chapter 5 Five Trust Skills 33Listen 33Partner 34Improvise 35Risk 35Know Yourself 36Part II Developing Your Trust Skill Set 39Chapter Listen 41The Listening Differentiator: Empathy 41Four Barriers to Paying Attention 42Three-Level Listening 43Seven Listening Best Practices 47Your Everyday Empathy Workout: Low Weights, High Reps 48Chapter 7 Partner 51Partnering Traits 51Ten Common Partnering Barriers 52Self-Assessment: Are You Primed for Partnership? 54Specific Ways to Build Your Partnering Muscle 55Chapter 8 Improvise 61The Science behind Moments of Truth 62How Moments of Truth Become Moments of Mastery 62The Practice of Improvisation 62Role-Play Your Way to Mastery 64Chapter 9 Risk 68The Relationship between Trust and Risk 69Six Ways to Practice Risk-Taking 70The Three-Question

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저자(글) Charles H. Green

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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.