steps to become a trusted advisor by kerry townsend
TRANSCRIPT
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Steps to Trusted AdvisorThe value of Trust
@KerryTownsend
Kerry TownsendAssociate Manager, Accenture
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Steps to Trusted AdvisorKerry TownsendSolution Architect, Associate Manager - Accenture
@kerrytownsend
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a giving up of control, at some level, to another person. *
Joel C. Peterson,Professor of Management, Stanford Business School
What is Trust?
Building Trust
Trust noun1. firm belief in the reliability, truth, or ability of
someone or something.
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Types of Trust
Building Trust
In Someone ElseIn Physical Ability In Mechanics
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Trust is Important in All Relationships
Building Trust
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“I believe that trust is more powerful than power itself,”
Joel C. Peterson
About trust...
“...it makes life more enjoyable and more productive. People who live in high-trust
environments thrive.”
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Giving Advice based on a deep understand of the person’s needs and with the person’s best interest at heart
Trusted Advisor Role
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Admin Consultant Freelancer
n
My Journey
nn
Learnt about Sales ProcessLearnt Value of RelationshipsRole ExpandedApproached years later
Career Advancement Valued Advice
Repeat engagements
Lifelong ConnectionsRecommendationsUnexpected Opportunities
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Characteristics & Benefits
For longer text
25%For longer
text
25%
More Influential
More Valuable
More Effective
Less Stress
Career Advancement
New Opportunity
ReferralsForgiveness of
Mistakes
GenuineLong Term
Mutually Beneficial
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The Steps
5.Then Advise
4. Understanding
3. Maintain Consistency
2. Build Credibility
1. Confirm Authenticity
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What does this mean in practise?
Long Term View Without Ego
Building Trust
PassionCuriosityEnthusiasm
Presence in actionConsistent deliveryTimekeepingRespect people’s time
Open Q & ARegular communicationKnowledge Generous Full AttentionKnow you topics
ATTITUDE
IMPLICITEXPLICIT
ACTION
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Where to Start This is a lifelong journey
Audit Relationships
Make a PlanTake Action
Ask yourself Questions:Current high trust relationships?Current low trust relationships?
Decide:
Where to focus firstWhat is SuccessAppropriate Actions
Make small sustainable changes
ReviewAdjust
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Trailhead
Trailhead
Trust and Influence
https://trailhead.salesforce.com/module/manage_the_sfdc_way_trust_influence
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Thank Y u