The Trusted Advisor

  • 6h 17m 17s
  • Charles Green, David Maister , Robert Galford
  • Recorded Books, Inc.
  • 2009

In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of your discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. The creation of trust is what earns the right to influence clients; trust is also at the root of client satisfaction and loyalty. The workings of trust are even more critical in the new economy than in the old.

In this Audiobook

  • Chapter 1 A Sneak Preview
  • Chapter 2 What Is a Trusted Advisor?
  • Chapter 3 Earning Trust
  • Chapter 4 How to Give Advice
  • Chapter 5 The Rules of Romance: Relationship Building
  • Chapter 6 The Importance of Mindsets
  • Chapter 7 Sincerity or Technique?
  • Chapter 8 The Trust Equation
  • Chapter 9 The Development of Trust
  • Chapter 10 Engagement
  • Chapter 11 The Art of Listening
  • Chapter 12 Framing the Issue
  • Chapter 13 Envisioning an Alternate Reality
  • Chapter 14 Commitment
  • Chapter 15 What's So Hard About All This?
  • Chapter 16 Differing Client Types
  • Chapter 17 The Lieutenant Columbo Approach
  • Chapter 18 The Role of Trust in Getting Hired
  • Chapter 19 Building Trust on the Current Assignment
  • Chapter 20 Re-earning Trust Away from the Current Assignment
  • Chapter 21 The Case of Cross-Selling
  • Chapter 22 The Quick-Impact List to Gain Trust
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