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The Trusted Advisor

Robert M. Galford

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Description:

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. Maister, Green, and Galford enrich our understanding of trust-yet they have also written a deeply practical book. Using their model of the "Trust Equation," they dissect the rational and emotional components of trustworthiness. With precision and clarity, they detail five distinct steps you must take to create a trust-based relationship. Each step-engage, listen, frame, envision, and commit-is richly described in distinct chapters. The book is peppered with pragmatic "top ten" lists aimed at improving advisors' effectiveness that can be put to use instantly. This book will be welcomed by the inexperienced advisor and the most seasoned expert alike. The authors use anecdotes, experiences, and examples-successes and mistakes, their own and others'-to great effect. Though they use the professional services advisor/client paradigm throughout the book, their prescriptions have resonance for other trust-reliant situations-selling, customer relationship management, and internal staff functions like HR and information technology. The result is a tour de force-brilliant, penetrating, unique. It is essential listening for anyone who must advise, negotiate, or manage complex relationships with others.

Language:

English

Narrators:

Charles H. Green, David H. Maister, Kent Cassella

Length:

6h 17m


Chapters

Free Sample

01:10

Introduction
Introduction

06:51


Chapter 1
Chapter 1

01:13


Chapter 2
Chapter 2

06:06


Chapter 3
Chapter 3

20:04


Chapter 4
Chapter 4

19:51


Chapter 5
Chapter 5

21:36


Chapter 6
Chapter 6

24:13


Chapter 7
Chapter 7

13:44


Chapter 8
Chapter 8

15:51


Chapter 9
Chapter 9

34:06


Chapter 10
Chapter 10

10:36


Chapter 11
Chapter 11

11:57


Chapter 12
Chapter 12

17:06


Chapter 13
Chapter 13

18:04


Chapter 14
Chapter 14

08:50


Chapter 15
Chapter 15

17:02


Chapter 16
Chapter 16

32:21


Chapter 17
Chapter 17

22:26


Chapter 18
Chapter 18

06:36


Chapter 19
Chapter 19

10:02


Chapter 20
Chapter 20

13:48


Chapter 21
Chapter 21

11:37


Chapter 22
Chapter 22

21:11


Chapter 23
Chapter 23

12:19