Why SELL Is Not a Four-letter Word

Tuesday, July 28th, 2020
@11:00 AM EST

The word ’sell’ has a negative cultural connotation—sorry, sales folk, but you know it’s true. This is particularly problematic for providers of complex B2B goods and services. Yet you must sell. How to integrate integrity and professionalism with the real need to sell?

Charles H Green, founder of Trusted Advisor Associates, will present the solution to this dilemma – trust-based selling. It is not an oxymoron. Better yet, the best selling is 100% consistent with the professionalism, integrity and ethical standards you already believe in.

Learn:

• Why most approaches to sales are inherently anti-trust
• Why trust-based selling actually leads to better sales results
• A number of specific tools and tactics to integrate trust into your sales – now.

Three Simple Strategies to Cultivate Trust in Teams

Tuesday, June 9th, 2020
@11:00 AM to 11:45 AM EST

A quick internet search returns dozens of articles about what high performing teams do well, and all of them agree that trust is central to good teamwork. But missing from that conversation on what to do is anything of substance about how to do it.

Noelle Mykolenko, COO of Trusted Advisor Associates, will lead an interactive discussion on how to recognize low team trust and how you can improve it. As we explore the three strategies to cultivate trust in teams, you will:

• Discover five warning signs of a low-trust team,
• Understand how trust virtues and values generate trust in teams, and
• Learn how to grow trust, regardless of your role on the team.

Five Best Practices for Managing the Biggest Client Relationship De-railer: Fear

Tuesday, April 21st, 2020
@11:00 AM to 11:45 AM EST

The biggest de-railer of client relationships, in the worst of times as well as the best of times, is fear—fear of not doing the right thing, fear of losing, fear of rejection, fear of uncertainty, and more. Our own fear is like “trust repellant” because it causes us to react from our baser instincts rather than respond from our higher selves. That’s the bad news. The good news is that it can be managed with exceptional results, even—in fact, especially—during a pandemic.

Andrea P. Howe, co-author of The Trusted Advisor Fieldbook and Founder of The Get Real Project, will lead an interactive, “deep dive” discussion on how to recognize fear and what do about it. Specifically, you will learn:

• How to know when your own fear is running the show (it’s sometimes obvious and oftentimes covert);
• Why fear directly impacts your ability to lead with all the variables of the trust equation;
• How to recognize the four “sharks” of fear that most commonly arise for people in client-facing roles (and sometimes all in the same conversation);
• Five time-tested strategies for managing your fear;
• A simple skill to help others manage their fear.

The 2020 Trust Audit: 3 Anchors for Bolstering Your Business

Tuesday, February 25, 2020
@11:00 AM to 11:45 AM EST

Take action on your 2020 “work resolutions”! Join us to gain powerful insight on how to strengthen your trustworthiness, build stronger relationships with clients and colleagues, and ultimately grow your business.

Charles H. Green, CEO of Trusted Advisor Associates and Co-Author of The Trusted Advisor, walks us through three proven models to deepen trust in professional relationships:

1. The Trust Equation – our foundational model for Trustworthiness that encompasses Reliability, Credibility, Intimacy and Self-Orientation;

2. The Trust Creation Process – five steps to build trust in conversations: Engage, Listen, Frame, Envision, Commit;

3. The Trust Principles – Four elemental relationship values required for trust to flourish in a professional environment.

How to Sell to an Irrational Buyer

Tuesday, November 12, 2019
@11:00 AM to 11:45 AM EST

We’ve all been there. You have a buyer with clear needs and available budget; you have a solution that perfectly matches their needs; you addressed all their concerns; and yet … they didn’t buy. It just doesn’t make sense.

Join us for a free webinar to explore three critical insights into this seemingly irrational behavior, how you might be adding to it, and what you can do to change the situation.

Hosted by Charles H Green, Author & CEO, Trusted Advisor Associates.

7 Risks You Should Take to Build Trust

Tuesday, July 23, 2019
@11:00 AM to 11:45 AM EST

Without risk, there is no reward. Trust-building and risk-taking are inextricably intertwined. Being willing to take personal risks is critical to building lasting and loyal relationships.

Join us for a free webinar as we further explore the relationship between trust and risk and share seven best practices to expand your risk-taking aptitude.

Hosted by Andrea Howe, co-author of The Trusted Advisor Fieldbook, and founder of The Get Real Project