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Five Trust Skills: Part 3 of 5


In your daily life you are likely to encounter those unexpected, uncomfortable moments that inevitably occur at the worst possible times in your business relationships. We like to call those “moments of truth” – when something happens and suddenly it feels as though you are on a sinking ship with no life preserver to hold onto.

The skill of improvising is the main skill that will get you out of a very difficult spot and turn a crunch or a crisis into an opportunity. It is how you handle the moments of truth that teach you the most about yourself. Being effective in a moment of truth demands a new way of thinking and a new way of being.

Like other skills, you will get better at improvising through practice. Take some time to practice being quick to respond, offering “yes, and” responses, subordinating your ego in the interest of collaboration, and giving up looking good in exchange for being real.

Find more information on the Five Trust Skills in “The Trusted Advisor Fieldbook“, written by Charles H. Green and Andrea P. Howe.