The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust
Charles H. Greenamazon.com
The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust
Think of your interests as intertwined with others’ interests. Don’t wonder what others are thinking—ask them.
dramatic ending to the play: the decision to put the work out to bid was rescinded, and the firm got the job back. Why? Because the audit partners had been able to prove they understood their clients’ concerns—in a dramatic and effective demonstration of empathy. They showed they had finally been listening. As a result, they won the right to try ag
... See moredifference between trusting and being trustworthy,
Trust is much the same. People know when it exists and when it doesn’t, but cannot explain why or how it exists. And the concept of building trust seems even harder to describe, let alone implement.
Here is a five-point checklist for being more influential in meetings:
There are two signs that Name It and Claim It may be called for: (1) when you want to raise a topic that you might otherwise be tempted to avoid and (2) situations that require a metaconversation to break an ineffective pattern.
Fundamentally, you earn the right to be right by listening first. The act of listening itself creates relationship and trust.
Reciprocity in trust-based relationships begins with listening. Listening is the skill that drives trust and influence. If you listen to me, I will listen to you. If you do not listen to me, I will not listen to you.
empathetic listening, where the focus is actually on the act of listening itself. When you are fully engaged in the act of listening itself, your partner experiences it as an act of respect.