by Andrea Howe | Apr 3, 2020 | Webinar
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.
by Andrea Howe | Feb 28, 2020 | Webinar
Tuesday, April 21st, 2020
@11:00 AM to 11:45 AM EST
Being influential can be challenging in-and-of-itself; being influential with a skeptical audience poses its own unique difficulties. Engaging with people who seem dubious or doubtful in the face of your really good ideas can feel like being in a mental tug of war.
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 three critical steps required to help a skeptical audience hear what you have to say.
You’ll learn:
- Why you should actually celebrate that they’re skeptical
- How to open the conversation or presentation in an unexpected way that’s unexpectedly effective
- Three specific techniques to listen masterfully while your audience has their guard up
- How and when to bring your perspectives into the exchange
- Strategies to skillfully manage the biggest de-railer throughout your interactions (hint: it isn’t them)
by Andrea Howe | Nov 21, 2019 | Webinar
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.
by Andrea Howe | Aug 1, 2019 | Webinar
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.
by Andrea Howe | Jun 9, 2019 | Webinar
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
by Andrea Howe | Mar 20, 2019 | Webinar
May 21, 2019
@11am ET
You’ve heard the admonition “Always be closing” or “ABC”. Here’s the unconventional wisdom: If you’re focused on closing then you are actually hurting your sales.
The simple truth is: closing is not buyer-centric–it’s seller-centric. And all of us as buyers know what it feels like to have another person try to force their will on us—and deny it’s happening even while they’re doing it.
In this TrustMatters webinar (live date: May 21, 2019 at 11am ET), we show you why closing is harmful and what you should be doing instead, including four best-practices to help you stop closing and start selling the trust-based way.
