A summary of things you should know about The Trusted Advisor according to Robert Galford: Introduction In this episode Robert Galford takes a deep dive into his book, The TrustedRead More
The post A Preview of The Trusted Advisor with Robert Galford appeared first on The Entrepreneurs Library.
]]>In this episode Robert Galford takes a deep dive into his book, The Trusted Advisor, where he, David Maister, and Charles Green give you the ultimate tool for all consultants, negotiators, and advisors.
In their book, Galford and team share a practical, five crucial steps you need for developing, managing and improving client confidence. The goal of the book is to teach you the fundamentals of professional service management and customer relations helping you become one of the most trusted advisors in business while improving your ability to influence clients.
This book is perfect for entrepreneurs seeking business partnerships or professionals in the consulting field who are both hoping to improve their interpersonal communication and negotiation skills.
When we started to look at this topic there were a lot of books out there on pure selling but we wanted to take it to a different higher level. We explain the key things that will make you a more trusted advisor to clients and customers.
There are a couple of key concepts in the book and you can dive in where needed.
It would certainly be naming it and claiming it and there are three factors there. One is acknowledging the difficulty of raising the issue. The second is to expect some responsibility for raising it and sometimes you even have to apologize. The differentiator of trust is how to get people to tell the truth even when the topics are not easy.
The fundamental element of the book is to be able to jump in and ask people where they in the four elements of trust, credibility, reliability, intimacy or reduced by the other persons perception of yourself interest. From there we introduce the five skills that we identified as the people who are real trust builders. They have an ability to engage people, to listen to people and what they say, they have an ability to frame issues in a meaningful way, and help people envision what might be, and lastly they have the ability to get people to actually do what they know they should be doing.
We then introduce the key tools that great trust builders have. They are things like making sure that you have a level of a connection with someone. And we talk about the contact contract and keeping to a schedule. The most important tool that I would point to is where relationships and trust is built and we refer to that as naming it and claiming it. And that’s how to address particularly difficult or uncomfortable situations that might arise or have arisen.
“There are no win, lose relationships or lose, win relationships. There are only either win win relationships or lose lose relationships. If you can’t establish that mutually acceptable relationship you got to move on” – Robert Galford
I am one of the co-authors of The Trusted Advisor along with The Trusted Leader and Your Leadership Legacy. I spend my time writing, teaching, consulting, and advising on topics of trust and trust related elements for people who are running businesses at senior levels.
Our inspiration was very much the fact that we saw a lot of people who were very good at what they did in their jobs, companies, and professions. But we wanted to know what differentiated the ones who were truly successful. What made the difference for someone who was not just a lawyer but a great lawyer? We found that it wasn’t about their competence in their task or their role; it was about their ability to build trust with their clients and their customers.
The Origins of Virtue by Matt Ridley
Buy The Trusted Advisor by David Maister, Charles Green, and Robert Galford on Amazon
Visit CenterForLeading.com to learn more about Robert and his books
Follow Robert Galford on Twitter
Download the full transcript here (coming soon)
Listen on iTunes, Stitcher , and SoundCloud
Related books:
Advisor Selling by Mark Hunter
Conquering The Seven Summits of Sales by Sue Ershler
Pitching and Closing by Alex Taub
Relevant advice and tips:
How to Become an Effective Communicator in the Business World
7 Reasons Why Your Sales Skills Suck
What did you like and not like about this episode? Fill out this one minute survey here.
The post A Preview of The Trusted Advisor with Robert Galford appeared first on The Entrepreneurs Library.
]]>A summary of things you should know about Pitching and Closing according to Alex Taub Introduction In this episode Alexander Taub provides his insights and expertise on business development andRead More
The post A Preview of Pitching and Closing with Alexander Taub appeared first on The Entrepreneurs Library.
]]>In this episode Alexander Taub provides his insights and expertise on business development and partnerships when it comes to startups. In his book, Pitching and Closing, Taub gives you an all-inclusive guide to the best practices of creating a startup in a nontechnical format breaking down the categories of business development, partnerships, sales tactics, preparation, and execution. This book is the perfect match for the entrepreneur interested in startups who does not have the technical capabilities.
There is really no great go-to book that helps nontechnical people break in to the startup world. So this is a book for people interested in startups but don’t have the technical capabilities.
Once you read this book it should get you excited about going in to the startup world and how much potential there is.
We broke up the book into five sections. The first section is called Business Development. Basically it goes through everything you need to know about business development. From what is business development to how to structure your business development team and what the difference between business development and sales are.
The second section is an introduction to partnerships. We came up with something called the four golden rules of partnership which is basically why would anyone want to work with you? You are either going to make them money, you’re going to save them money, you’re going to grow their user base or you’re going to improve their product. We also talk about three types of partnerships.
The third section is pitching and closing. We talk a lot of the legality of deal making, contracts and things like that. We have a lot of quotes from companies such as Spotify that give us some great insight into when you should sign a letter of intent. Another part of part three is launching deals and compounding effects and the last part of part three is keeping the deal.
Part four is about the best practices of preparation and execution. We go through all the best practices around all the preparation execution of being on the nontechnical side of a startup.
The last section is called war stories. In this section we talk to people like Gary Vaynerchuk, Tristan Walker and Jesse Itzler and let them tell their story and why we have highlighted them in the business development world.
There isn’t a quote that I’m really excited about but one of the sections I like is called sincere selling, in the introduction to partnerships. This is one thing that I really live by; you need to believe what you are selling to other people if you want them to buy into it. If you don’t sincerely believe what you are pitching to somebody, you need to get out of there and go do something that you do believe in.
I am the co-author of Pitching and Closing with my good friend Ellen Dasilva. I am also the co-founder of a company called Social Rank which is a simple tool to help brands find out more information about the people that follow them across social networks. For the past two years I ran business development and partnerships for a startup called Dwolla. Two years before that I ran business development for a business called Aviary. I also have a blog called Alex’s Tech Thoughts that I write four posts a week and contribute to Forbes entrepreneur section every two weeks.
I have been writing for four years and one day I got a LinkedIn message from an editor at McGraw Hill asking me if I ever considered writing a book because she really liked my stuff. I hadn’t thought about it before but I said that’s a pretty good idea but I knew I couldn’t pull it off on my own. That’s when I brought in my friend Ellen to co-author the book with me. The inspiration was an editor liked my stuff and I felt like there wasn’t much out there on the topic of business development in partnerships.
Rich Dad, Poor Dad by Robert Kiyosaki
Buy Pitching and Closing by Alex Taub on Amazon today
Visit PitchingAndClosing.com to get more information on the book
Follow Alex Taub on Twitter and Facebook
Follow Ellen Dasilva on Twitter
Download the full transcript here
Listen on iTunes, Stitcher , and SoundCloud
Related books: Traction: A Startup Guide to Getting Customers by Gabriel Weinberg | Go For No! by Andrea Waltz | High Profit Selling by Mark Hunter
Relevant advice and tips: 7 Reasons Why Your Sales Skills Suck
What did you like and not like about this episode? Fill out this one minute survey here.
The post A Preview of Pitching and Closing with Alexander Taub appeared first on The Entrepreneurs Library.
]]>