{"product_id":"the-trusted-advisor-fieldbook-isbn-9781118085646","title":"The Trusted Advisor Fieldbook","description":"\u003cb\u003eA practical guide to being a trusted advisor for leaders in any industry\u003c\/b\u003e  \u003cp\u003eIn this hands-on successor to the popular book \u003ci\u003eThe Trusted Advisor,\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eYour 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.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eSelf-administered worksheets and coaching questions provide immediate insights into your current business challenges\u003c\/li\u003e \u003cli\u003eReal-life examples demonstrate proven ways to \"walk the talk\"\u003c\/li\u003e \u003cli\u003eAction plans bridge the gap between insights and outcomes\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003ePut 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.\u003c\/p\u003e \u003cp\u003eIntroduction xvi\u003c\/p\u003e \u003cp\u003eWhy a Fieldbook xvi\u003c\/p\u003e \u003cp\u003eWho Should Read this Book xvi\u003c\/p\u003e \u003cp\u003eHow to Use this Book xvii\u003c\/p\u003e \u003cp\u003eWhere to Begin xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I A Trust Primer 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Fundamental Truths 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTrust Requires Trusting and Being Trusted 3\u003c\/p\u003e \u003cp\u003eTrust Is Personal 3\u003c\/p\u003e \u003cp\u003eTrust Is about Relationships 4\u003c\/p\u003e \u003cp\u003eTrust Is Created in Interactions 4\u003c\/p\u003e \u003cp\u003eThere Is No Trust without Risk 4\u003c\/p\u003e \u003cp\u003eTrust Is Paradoxical 5\u003c\/p\u003e \u003cp\u003eListening Drives Trust and Influence 5\u003c\/p\u003e \u003cp\u003eTrust Does Not Take Time 5\u003c\/p\u003e \u003cp\u003eTrust Is Strong and Durable, Not Fragile 6\u003c\/p\u003e \u003cp\u003eYou Get What You Give 7\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Fundamental Attitudes 9\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePrinciples over Processes 9\u003c\/p\u003e \u003cp\u003eYou Are More Connected than You Think 11\u003c\/p\u003e \u003cp\u003eIt’s Not about You 11\u003c\/p\u003e \u003cp\u003eCuriosity Trumps Knowing 11\u003c\/p\u003e \u003cp\u003eTime Works for You 13\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 The Dynamics of Influence 15\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEarning the Right to Be Right: Three Steps 15\u003c\/p\u003e \u003cp\u003eA Five-Point Checklist for Influencing Meetings 18\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Three Trust Models 22\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Trust Equation 22\u003c\/p\u003e \u003cp\u003eThe Trust Creation Process 25\u003c\/p\u003e \u003cp\u003eThe Trust Principles 26\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Five Trust Skills 33\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eListen 33\u003c\/p\u003e \u003cp\u003ePartner 34\u003c\/p\u003e \u003cp\u003eImprovise 35\u003c\/p\u003e \u003cp\u003eRisk 35\u003c\/p\u003e \u003cp\u003eKnow Yourself 36\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II Developing Your Trust Skill Set 39\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Listen 41\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Listening Differentiator: Empathy 41\u003c\/p\u003e \u003cp\u003eFour Barriers to Paying Attention 42\u003c\/p\u003e \u003cp\u003eThree-Level Listening 43\u003c\/p\u003e \u003cp\u003eSeven Listening Best Practices 47\u003c\/p\u003e \u003cp\u003eYour Everyday Empathy Workout: Low Weights, High Reps 48\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Partner 51\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePartnering Traits 51\u003c\/p\u003e \u003cp\u003eTen Common Partnering Barriers 52\u003c\/p\u003e \u003cp\u003eSelf-Assessment: Are You Primed for Partnership? 54\u003c\/p\u003e \u003cp\u003eSpecific Ways to Build Your Partnering Muscle 55\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Improvise 61\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Science behind Moments of Truth 62\u003c\/p\u003e \u003cp\u003eHow Moments of Truth Become Moments of Mastery 62\u003c\/p\u003e \u003cp\u003eThe Practice of Improvisation 62\u003c\/p\u003e \u003cp\u003eRole-Play Your Way to Mastery 64\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Risk 68\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Relationship between Trust and Risk 69\u003c\/p\u003e \u003cp\u003eSix Ways to Practice Risk-Taking 70\u003c\/p\u003e \u003cp\u003eThe Three-Question Transparency Test 71\u003c\/p\u003e \u003cp\u003eA Tool for Truth-Telling: Name It and Claim It 72\u003c\/p\u003e \u003cp\u003eThe Power of Caveats 74\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Know Yourself 79\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow Blind Spots Impede Trust-Building 79\u003c\/p\u003e \u003cp\u003eThree Approaches to Expand Your Self-Knowledge 80\u003c\/p\u003e \u003cp\u003eHow to Use Self-Knowledge to Increase Trust 82\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Developing Business with Trust 85\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 Trust-Based Marketing and Business Development 87\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFocus on Your Customer 87\u003c\/p\u003e \u003cp\u003eCollaborate to Drive New Business 89\u003c\/p\u003e \u003cp\u003eFocus on Relationships, Not Transactions 90\u003c\/p\u003e \u003cp\u003eBe Transparent with Prospects and Clients 91\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 Trust-Based Networking 94\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTen Best Practices for Trust-Based Networking 95\u003c\/p\u003e \u003cp\u003eTechnology and Trust-Based Networking 97\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 13 Delivering the Pitch 102\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSometimes the Best Pitch Is No Pitch 102\u003c\/p\u003e \u003cp\u003eDon’t Skip the Prepitch Warm-Up 103\u003c\/p\u003e \u003cp\u003eMake It Interactive 104\u003c\/p\u003e \u003cp\u003eHave a Point of View 105\u003c\/p\u003e \u003cp\u003eTake the Preoccupation Out of Price 105\u003c\/p\u003e \u003cp\u003eWith PowerPoint, Less Is More 106\u003c\/p\u003e \u003cp\u003eStop Selling Your Qualifications 106\u003c\/p\u003e \u003cp\u003eDo Not Denigrate the Competition 107\u003c\/p\u003e \u003cp\u003eBe Willing to Ditch the Pitch 107\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 14 Handling Objections 110\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Problem: How You Think about Objections 110\u003c\/p\u003e \u003cp\u003eThe Antidote: Change Your Thinking 112\u003c\/p\u003e \u003cp\u003eThree Ways to Improve the Quality of Your Conversations 113\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 15 Talking Price 117\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Price Isn’t the Problem 118\u003c\/p\u003e \u003cp\u003eWhen to Talk Price 119\u003c\/p\u003e \u003cp\u003eHow to Address Price Concerns 120\u003c\/p\u003e \u003cp\u003eThe Three Primary Drivers of Price Concerns 121\u003c\/p\u003e \u003cp\u003eA Special Case: The Engineer Buyer 123\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 16 Closing the Deal 125\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSix Reasons Not to Always Be Closing 125\u003c\/p\u003e \u003cp\u003eFive Practices to Stop Closing and Start Helping 127\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 17 Developing New Business with Existing Clients 130\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFirst, Deepen the Relationship 130\u003c\/p\u003e \u003cp\u003eMove Upstream 131\u003c\/p\u003e \u003cp\u003eCross-Sell 132\u003c\/p\u003e \u003cp\u003eSeek Referrals 133\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 18 Selling to the C-Suite 136\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Sets the C-Suite Apart 136\u003c\/p\u003e \u003cp\u003eA Different Kind of Preparation 136\u003c\/p\u003e \u003cp\u003eNine Best Practices for Successful C-Suite Meetings 139\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 19 Reviving Stalled Relationships 143\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Reengage 144\u003c\/p\u003e \u003cp\u003eWhen It’s Time to Walk Away 145\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV Managing Relationships with Trust 149\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 20 Starting Off Right 151\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThree Ways Kickoffs Go Wrong 151\u003c\/p\u003e \u003cp\u003eFour Key Ingredients for a Successful Kickoff 153\u003c\/p\u003e \u003cp\u003eA Word of Caution 154\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 21 Accelerating Trust 156\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThree Steps for Creating Trust Quickly 157\u003c\/p\u003e \u003cp\u003e21 Ways to Build Trust … Fast 158\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 22 Navigating Politics 163\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSeven Best Practices for Dealing with Organizational Politics 164\u003c\/p\u003e \u003cp\u003eThe Special Challenges of Client Politics 165\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 23 Shifting from Tactics to Strategy 169\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Strategy Blind Spot 169\u003c\/p\u003e \u003cp\u003eFour Key Questions to Shift the Conversation 170\u003c\/p\u003e \u003cp\u003eHow to Engage Strategically 173\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 24 My Client Is a Jerk: Transforming Relationships Gone Bad 176\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Lies Behind Bad Behavior 176\u003c\/p\u003e \u003cp\u003eFrom Difficult to Rewarding: Three Steps 177\u003c\/p\u003e \u003cp\u003eReframing: Five Steps to a Better\u003c\/p\u003e \u003cp\u003eProblem Statement 180\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 25 Dealing with Untrustworthy People 183\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBlame and an Inability to Confront 183\u003c\/p\u003e \u003cp\u003eConstructive Confrontation 184\u003c\/p\u003e \u003cp\u003eWhen You Can’t Confront 186\u003c\/p\u003e \u003cp\u003eWhen to Walk Away 186\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 26 Trust-Based Negotiations 189\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhere Negotiations Go Wrong 189\u003c\/p\u003e \u003cp\u003eChanging the Game by Working from Trust 191\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 27 Building Trust at a Distance 195\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Key to Building Trust at a Distance: Familiarity 196\u003c\/p\u003e \u003cp\u003eThe Role of Technology in Communication 198\u003c\/p\u003e \u003cp\u003eTen Best Practices for Managing Virtual Teams 199\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart V Building and Running a Trustworthy Organization 201\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 28 Making the Case for Trust 203\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEconomic Benefits of Trust 203\u003c\/p\u003e \u003cp\u003eSocial Benefits of Trust 206\u003c\/p\u003e \u003cp\u003eEthical Benefits of Trust 206\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 29 Creating a Culture of Trust 209\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTwo Keys to Trust Culture Change: Virtues and Values 209\u003c\/p\u003e \u003cp\u003eImplementing Trust Initiatives 211\u003c\/p\u003e \u003cp\u003eSpotlight on Trust Diagnostics 215\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 30 Trust in Internal Staff Functions 219\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Top Trust Barriers by Function 220\u003c\/p\u003e \u003cp\u003eFive Trust-Enhancing Opportunities for Internal Staff 220\u003c\/p\u003e \u003cp\u003eDon’t Confuse Your Metrics with Your Mission 222\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 31 Training for Trustworthiness 225\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe One-Two Punch for Trustworthiness Training 225\u003c\/p\u003e \u003cp\u003eHow to Set Off the Aha: A Nine-Point Checklist 227\u003c\/p\u003e \u003cp\u003eEleven Ways to Make It Stick 228\u003c\/p\u003e \u003cp\u003eCreate the Right Learning Environment 229\u003c\/p\u003e \u003cp\u003e\u003cb\u003eList of Lists\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 Fundamental Truths 233\u003c\/p\u003e \u003cp\u003eChapter 2 Fundamental Attitudes 233\u003c\/p\u003e \u003cp\u003eChapter 3 The Dynamics of Influence 233\u003c\/p\u003e \u003cp\u003eChapter 4 Three Trust Models 234\u003c\/p\u003e \u003cp\u003eChapter 5 Five Trust Skills 235\u003c\/p\u003e \u003cp\u003eChapter 6 Listen 236\u003c\/p\u003e \u003cp\u003eChapter 7 Partner 237\u003c\/p\u003e \u003cp\u003eChapter 8 Improvise 237\u003c\/p\u003e \u003cp\u003eChapter 9 Risk 238\u003c\/p\u003e \u003cp\u003eChapter 10 Know Yourself 239\u003c\/p\u003e \u003cp\u003eChapter 11 Trust-Based Marketing and Business Development 239\u003c\/p\u003e \u003cp\u003eChapter 13 Delivering the Pitch 241\u003c\/p\u003e \u003cp\u003eChapter 14 Handling Objections 242\u003c\/p\u003e \u003cp\u003eChapter 15 Talking Price 243\u003c\/p\u003e \u003cp\u003eChapter 16 Closing the Deal 244\u003c\/p\u003e \u003cp\u003eChapter 17 Developing New Business with Existing Clients 244\u003c\/p\u003e \u003cp\u003eChapter 18 Selling to the C-Suite 245\u003c\/p\u003e \u003cp\u003eChapter 19 Reviving Stalled Relationships 245\u003c\/p\u003e \u003cp\u003eChapter 20 Starting Off Right 246\u003c\/p\u003e \u003cp\u003eChapter 21 Accelerating Trust 246\u003c\/p\u003e \u003cp\u003eChapter 22 Navigating Politics 247\u003c\/p\u003e \u003cp\u003eChapter 23: Shifting from Tactics to Strategy 248\u003c\/p\u003e \u003cp\u003eChapter 24 My Client Is a Jerk: Transforming Relationships Gone Bad 249\u003c\/p\u003e \u003cp\u003eChapter 25 Dealing with Untrustworthy People 249\u003c\/p\u003e \u003cp\u003eChapter 26 Trust-Based Negotiations 250\u003c\/p\u003e \u003cp\u003eChapter 27 Building Trust at a Distance 251\u003c\/p\u003e \u003cp\u003eChapter 28 Making the Case for Trust 252\u003c\/p\u003e \u003cp\u003eChapter 29 Creating a Culture of Trust 252\u003c\/p\u003e \u003cp\u003eChapter 30 Trust in Internal Staff Functions 254\u003c\/p\u003e \u003cp\u003eChapter 31 Training for Trustworthiness 254\u003c\/p\u003e \u003cp\u003eNotes 257\u003c\/p\u003e \u003cp\u003eSelected Bibliography 263\u003c\/p\u003e \u003cp\u003eAbout the Authors 264\u003c\/p\u003e \u003cp\u003eIndex 265\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eCHARLES H. GREEN\u003c\/b\u003e 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.\t \u003c\/p\u003e\u003cp\u003e\u003cb\u003eANDREA P. HOWE\u003c\/b\u003e 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.\t   \u003c\/p\u003e\u003cp\u003e\u003cb\u003eA practical guide to being a trusted advisor for leaders in any industry\u003c\/b\u003e\t \u003c\/p\u003e\u003cp\u003eYour success as a leader depends on your stakeholders' trust. In this hands-on companion to the bestselling The Trusted Advisor, you'll find actionable tools, exercises, and resources for the situations that any leader inevitably encounters. Put them to work, and you'll earn trust quickly, consistently, and sustainably—in business and in life. \u003c\/p\u003e\u003cp\u003e\"Leaders and aspiring leaders understand the central importance of trust-based relationships. The Trusted Advisor Fieldbook is a practical guide for leaders at all levels in building and maintaining relationships with clients and colleagues. Success requires this critical asset.\" \u003cb\u003e\t—Jim Quigley, former CEO of Deloitte Touche Tohmatsu Limited\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"This is an extensive and in-depth collection of practical tools and exercises that will help anyone improve his or her ability to earn trust. A major contribution.\" \t \u003cb\u003e—David Maister, coauthor of \u003ci\u003eThe Trusted Advisor\u003c\/i\u003e\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"This book is a really valuable resource for anyone who needs to sharpen their trust-building skills—and who doesn't? It's packed with practical tools and ideas.\" \t \u003cb\u003e—Matt Nixon, VP Organisation Effectiveness, Royal Dutch Shell\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"Everyone talks about being a 'trusted advisor,' but few people have real science behind it. Green and Howe have got experience, data, and perspective; they don't shy from the really difficult tasks in client relationships. We have found them to bring practical, tactical expertise to the ideas already developed in The Trusted Advisor and Trust-Based Selling.\" \t\u003cb\u003e—Mark Hawn, Managing Partner, Accenture\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"When The Trusted Advisor published in 2000, I called it a brilliant and practical book. The Trusted Advisor Fieldbook is even more practical—and instructive—on how to develop trustworthiness, both in yourself and your organization.\" \u003cb\u003e—Tom Peters, coauthor of \u003ci\u003eIn Search of Excellence\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990357819621,"sku":"NP9781118085646","price":30.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118085646.jpg?v=1761787497","url":"https:\/\/k12savings.com\/products\/the-trusted-advisor-fieldbook-isbn-9781118085646","provider":"K12savings","version":"1.0","type":"link"}