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  • Part Three: Putting Trust To Work

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    careerlink99
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    The document outlines 21 sections across 3 parts that discuss how to build trust with clients. The sections provide guidance on listening to clients, framing issues in a new light, helping clients envision alternatives, gaining client commitment, dealing with different client types, learning from unconventional approaches, creating initial trust during hiring, building ongoing trust during assignments, and maintaining trust between assignments including challenges with cross-selling.

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    The document outlines 21 sections across 3 parts that discuss how to build trust with clients. The sections provide guidance on listening to clients, framing issues in a new light, helping clients envision alternatives, gaining client commitment, dealing with different client types, learning from unconventional approaches, creating initial trust during hiring, building ongoing trust during assignments, and maintaining trust between assignments including challenges with cross-selling.

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    8 views1 page

    Part Three: Putting Trust To Work

    Uploaded by

    careerlink99
    The document outlines 21 sections across 3 parts that discuss how to build trust with clients. The sections provide guidance on listening to clients, framing issues in a new light, helping clients envision alternatives, gaining client commitment, dealing with different client types, learning from unconventional approaches, creating initial trust during hiring, building ongoing trust during assignments, and maintaining trust between assignments including challenges with cross-selling.

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    of 1

    What are the five stages of trust-building?

    10 Engagement
    How do you get clients to initiate discussions with you?

    11 The Art of Listening


    How can you improve your listening skills?

    12 Framing the Issue


    How can you help clients look at their issues in a fresh way?

    13 Envisioning an Alternate Reality


    How can you help clients clarify what they’re really after?

    14 Commitment
    How do you ensure clients are willing to do what it takes to solve heir
    problems?

    PART THREE: PUTTING TRUST TO WORK


    15 What’s So Hard About All This?
    Why are truly trust-based relationships so scarce?

    16 Differing Client Types


    How do you deal with clients of differing types?

    17 The Lieutenant Columbo Approach


    What can we learn from an unorthodox winner?

    18 The Role of Trust in Getting Hired


    How do you create trust at the outset of a relationship?

    19 Building Trust on the Current Assignment


    How can you conduct your assignment in a way that adds to trust?

    20 Re-earning Trust Away from the Current Assignment


    How can you build trust when you’re not working on an assignment?

    21 The Case of Cross-Selling


    Why is cross-selling so hard, and what can be done about it?

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