Charlie Green on Building Trust with Key Stakeholders

Trust. Isn't that one of those soft, touchy-feely words?

Not if you've ever tried to lead change without the title to make it happen. From my own years as a CX practitioner, one of the most critical skills I know is the ability to influence without positional power. Charlie Green knows a thing or two about building trust. He wrote the book on it.

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Originally aired September 22, 2022 as Episode 4 of The Trusted Guide Podcast (then The Delighted Customers Podcast).

What we cover

• Why trust is a hard business skill, not a soft one

• How to build trust with key stakeholders

• What trusted advisors gain from their relationships

What trust earns you

When stakeholders trust you, they reach for your advice. They're more inclined to accept and act on your recommendations. They bring you in on more complex, strategic issues. And they share more of the information that helps you help them. For any leader driving change, that's a golden asset.

About the guest

Charles H. Green is founder and CEO of Trusted Advisor Associates, author of Trust-Based Selling, and co-author of The Trusted Advisor and The Trusted Advisor Fieldbook. He spent 20 years in management consulting and works with complex organizations on trust in sales, internal relationships, and client relationships.

If this conversation was useful, you'll find more like it in The Trusted Guide Newsletter: practical insights on trust, influence, and leading change.