Steps to Become a Trusted Advisor by Kerry Townsend
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Steps to Trusted Advisor The value of Trust @KerryTownsend Kerry Townsend Associate Manager, Accenture
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Transcript of Steps to Become a Trusted Advisor by Kerry Townsend
Steps to Trusted AdvisorThe value of Trust
@KerryTownsend
Kerry TownsendAssociate Manager, Accenture
Steps to Trusted AdvisorKerry TownsendSolution Architect, Associate Manager - Accenture
@kerrytownsend
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.
Types of Trust
Building Trust
In Someone ElseIn Physical Ability In Mechanics
Trust is Important in All Relationships
Building Trust
“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.”
Giving Advice based on a deep understand of the person’s needs and with the person’s best interest at heart
Trusted Advisor Role
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
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
The Steps
5.Then Advise
4. Understanding
3. Maintain Consistency
2. Build Credibility
1. Confirm Authenticity
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
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
Trailhead
Trailhead
Trust and Influence
https://trailhead.salesforce.com/module/manage_the_sfdc_way_trust_influence
Thank Y u
