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Trusted Advisor FieldBook - Six Risks YOU SHOULD TAKE TO BUILD TRUST

Trusted Advisor FieldBook - Six Risks YOU SHOULD TAKE TO BUILD TRUST

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Published by Shaun Dakin
There is no trust without risk. Those who avoid risk lose priceless trust-building opportunities, while those who master risk-taking learn what is paradoxically the greatest risk mitigation strategy.
There is no trust without risk. Those who avoid risk lose priceless trust-building opportunities, while those who master risk-taking learn what is paradoxically the greatest risk mitigation strategy.

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Published by: Shaun Dakin on Sep 22, 2011
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10/27/2012

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www.trustedadvisor.com
 
Six Risks
YOU SHOULDTAKE TOBUILD TRUST
Abstracted rom
by
 and
John Wiley & Sons, Inc. October, 2011.© 2011 by Charles H. Green and Andrea P. Howe. All rights reserved.* Receive a ree Trust Quotient diagnostic ($30 value) when youpre-order
The
 
Trusted Advisor Fieldbook
beore October 31, 2011midnight EST. Send your receipt to bookoer@trustedadvisor.com.We’ll send you access to discover your trust strengths and weaknesses.
RECEIVE A FREETRUST QUOTIENTDIAGNOSTIC
($30 value) *
)
THERE IS NO TRUSTWITHOUT RISKSIX RISKSTHREEQUESTIONSNAME IT ANDCLAIM IT
 
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Six Risks You Should Take to Build Trust
Six Risks YouShould Taketo Build Trust
There is no trust without risk. Those whoavoid risk lose priceless trust-buildingopportunities, while those who masterrisk-taking learn what is paradoxically thegreatest risk mitigation strategy.
Consider this true story:
 A client o ours we’ll call Jared describesbeing in a sales meeting. At a key pointduring the meeting, Jared’s potential clientsbecame silent in a way that made Jaredeel uncomortable. The awkward momentpassed, and the meeting proceeded. During the debrieng, Jared and hiscolleagues discovered they had all beenuncomortable with the silence. They hadno idea how to interpret it. Jared recounted,“We couldn’t tell i they were quiet becausethey were turned of, or because they werereally impressed!” 
Jared and his colleagues wanted verymuch to be seen as trusted advisors totheir prospective clients. But choosing
 
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Six Risks You Should Take to Build Trust
not to comment on the silence led to amissed opportunity or trust-buildingand new business.More oten than not, the simple reasonJared (and others) don’t comment is ear.Fear o expressing something awkward.Fear o some kind o backlash. Fear ohearing an unpleasant answer. Jaredallowed ear to suppress his naturalcuriosity. That’s normal. It’s also a barrierto trust that can be overcome.
Those who avoid risklose pricelesstrust-buildingopportunities,while thosewho master risk-takinglearnwhat isparadoxically the greatestrisk mitigationstrategy.

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