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Produktbild: The Trusted Advisor Fieldbook

The Trusted Advisor Fieldbook A Comprehensive Toolkit for Leading with Trust

29,99 €

inkl. gesetzl. MwSt., Versandkostenfrei

Beschreibung

Produktdetails

Einband

Taschenbuch

Erscheinungsdatum

16.12.2011

Verlag

John Wiley & Sons Inc

Seitenzahl

288

Maße (L/B/H)

23,6/18,9/1,7 cm

Gewicht

499 g

Auflage

1. Auflage

Sprache

Englisch

ISBN

978-1-118-08564-6

Beschreibung

Produktdetails

Einband

Taschenbuch

Erscheinungsdatum

16.12.2011

Verlag

John Wiley & Sons Inc

Seitenzahl

288

Maße (L/B/H)

23,6/18,9/1,7 cm

Gewicht

499 g

Auflage

1. Auflage

Sprache

Englisch

ISBN

978-1-118-08564-6

Herstelleradresse

Libri GmbH
Europaallee 1
36244 Bad Hersfeld
DE

Email: GPSR Kontakt

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  • Produktbild: The Trusted Advisor Fieldbook
  • Introduction xvi
     
    Why a Fieldbook xvi
     
    Who Should Read this Book xvi
     
    How to Use this Book xvii
     
    Where to Begin xvii
     
    Part I A Trust Primer 1
     
    Chapter 1 Fundamental Truths 3
     
    Trust Requires Trusting and Being Trusted 3
     
    Trust Is Personal 3
     
    Trust Is about Relationships 4
     
    Trust Is Created in Interactions 4
     
    There Is No Trust without Risk 4
     
    Trust Is Paradoxical 5
     
    Listening Drives Trust and Influence 5
     
    Trust Does Not Take Time 5
     
    Trust Is Strong and Durable, Not Fragile 6
     
    You Get What You Give 7
     
    Chapter 2 Fundamental Attitudes 9
     
    Principles over Processes 9
     
    You Are More Connected than You Think 11
     
    It's Not about You 11
     
    Curiosity Trumps Knowing 11
     
    Time Works for You 13
     
    Chapter 3 The Dynamics of Influence 15
     
    Earning the Right to Be Right: Three Steps 15
     
    A Five-Point Checklist for Influencing Meetings 18
     
    Chapter 4 Three Trust Models 22
     
    The Trust Equation 22
     
    The Trust Creation Process 25
     
    The Trust Principles 26
     
    Chapter 5 Five Trust Skills 33
     
    Listen 33
     
    Partner 34
     
    Improvise 35
     
    Risk 35
     
    Know Yourself 36
     
    Part II Developing Your Trust Skill Set 39
     
    Chapter Listen 41
     
    The Listening Differentiator: Empathy 41
     
    Four Barriers to Paying Attention 42
     
    Three-Level Listening 43
     
    Seven Listening Best Practices 47
     
    Your Everyday Empathy Workout: Low Weights, High Reps 48
     
    Chapter 7 Partner 51
     
    Partnering Traits 51
     
    Ten Common Partnering Barriers 52
     
    Self-Assessment: Are You Primed for Partnership? 54
     
    Specific Ways to Build Your Partnering Muscle 55
     
    Chapter 8 Improvise 61
     
    The Science behind Moments of Truth 62
     
    How Moments of Truth Become Moments of Mastery 62
     
    The Practice of Improvisation 62
     
    Role-Play Your Way to Mastery 64
     
    Chapter 9 Risk 68
     
    The Relationship between Trust and Risk 69
     
    Six Ways to Practice Risk-Taking 70
     
    The Three-Question Transparency Test 71
     
    A Tool for Truth-Telling: Name It and Claim It 72
     
    The Power of Caveats 74
     
    Chapter 10 Know Yourself 79
     
    How Blind Spots Impede Trust-Building 79
     
    Three Approaches to Expand Your
     
    Self-Knowledge 80
     
    How to Use Self-Knowledge to Increase Trust 82
     
    Part III Developing Business with Trust 85
     
    Chapter 11 Trust-Based Marketing and Business Development 87
     
    Focus on Your Customer 87
     
    Collaborate to Drive New Business 89
     
    Focus on Relationships, Not Transactions 90
     
    Be Transparent with Prospects and Clients 91
     
    Chapter 12 Trust-Based Networking 94
     
    Ten Best Practices for Trust-Based Networking 95
     
    Technology and Trust-Based Networking 97
     
    Chapter 13 Delivering the Pitch 102
     
    Sometimes the Best Pitch Is No Pitch 102
     
    Don't Skip the Prepitch Warm-Up 103
     
    Make It Interactive 104
     
    Have a Point of View 105
     
    Take the Preoccupation Out of Price 105
     
    With PowerPoint, Less Is More 106
     
    Stop Selling Your Qualifications 106
     
    Do Not Denigrate the Competition 107
     
    Be Willing to Ditch the Pitch 107
     
    Chapter 14 Handling Objections 110
     
    The Problem: How You Think about Objections 110
     
    The Antidote: Change Your Thinking 112
     
    Three Ways to Improve the Quality of Your Conversa