The Trusted Advisor

By MAISTER

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Format: Paperback, 256 pages Other Information: illustrations Published In: United States, 29 October 2001 Other Editions: Paperback, USA $29.99 $29.66 View Quantity Available: 11 Ships within 3-6 days 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 one's 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. To demonstrate the paramount importance of trust, the authors use anecdotes, experiences, and examples -- successes and mistakes, their own and others' -- to great effect. The result is an immensely readable book that will be welcomed by the inexperienced advisor and the most seasoned expert alike. Publisher: Simon & Schuster ISBN: 0743212347 EAN: 9780743212342 Dimensions: 21.0 x 141.0 x 1.0 centimeters

What would be the benefits if your clients trusted you more?

What do great trusted advisors all seem to do?

What are the dynamics of trusting and being trusted?

How do you ensure that your advice is listened to?

What are the principles of building strong relationships?

What attitudes must you have to be effective?

Do you really have to care for those you advise?

In the final chapter, the authors include "The Quick-Impact List to Gain Trust" and then an Appendix in which they duplicate all of the checklists previously provided. I rate this book so highly for twqo reasons: First, because the content is rock-solid, anchored in a wealth of real-world experiences which the authors generously share; also because they explain HOW to gain and then sustain the trust of everyone with whom you do business. This book will be especially valuable to small-to-midsize companies whose success or failure is primarily (if not entirely) dependent upon client relationships based on trust. Buyers have lots of choices. It is not enough for them to trust what you sell. Others may well offer the same product or service. They must also trust you, the seller. And here's the key point: It is imperative that customer trust your advice as they consider a purchase from you but, ultimately, your customers must have so much confidence in you that they will also seek your advice on other matters which have nothing to do with what you sell. So-called "customer satisfactioon" is achieved on a per-transaction basis. As Jeffrey Gitomer correctly asserts, your objective should be "customer loyalty." The authors of this book explain HOW to achieve it and then HOW to sustain it.

This is a very useful book to help you in the world of business. Establishing trust is the important thing within your business relationships. This book outlines ways to improve trust and will truly improve your business life. A must have for anyone looking to make their business better, and more sucessful. Useful, informative and a good price.

As a banker, I found this book to be one of the most useful tools. Research and daily interaction with our customers tells us that one of the most important things about a relationship with a client is that there is trust, particularly when you are a Manager who provides advice to clients. This book offers great insights into the concept of how to be a trusted advisor - this is not just something that happens automatically. I would recommend this to anyone who's role puts them in an advisory position, negotiation or sales.