Regular marked price: $15.95Discount Price: $10.85
Cost Savings: $5.10 (32%)Price fluctuation possible.
How soon does it ship: Normal ship time within one day
Shipping? Absolutely FREE if you qualify for Super Saver Shipping.
Type of bind: Paperback
Dewey Decimal Number: 658
EAN num: 9780743212342
ISBN number: 0743212347
Label: Free Press
Manufacturer: Free Press
Quantity: 1
Page Count: 256
Printing Date: October 09, 2001
Publishing house: Free Press
Release Date: September 25, 2001
Sale Popularity Level: 7357
Studio: Free Press
Accessories:
Other books you might be interested in perusing:
Editor's Notes and Comments:
Product 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 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.
Amazon.com:
David Maister, Charles Green, and Robert Galford--consultants on professional-service management and customer-relation issues--believe nobody can become successful as a business guru until they very first gain the confidence of their clients. In The Trusted Advisor, the authors effectively build their case through anecdote and illustration, then relay a solid series of relevant suggestions applicable to both would-be consultants and those already active in the field. Among their most potent suggestions is a practical, five-step development process that encourages outsiders to engage clients by focusing attention on the issues and individuals at hand; listening both to what they say and what they leave unsaid; framing the immediate problem from their perspective; envisioning with them how a solution might appear; and committing jointly to the actions and resources that will bring it about. Also particularly useful is the examination of trust-building during four phases of a client-advisor alliance: at the time the relationship is consummated; during the assignment; after the assignment; and when 'cross-selling,' or establishing affiliations with the customer's associates. Boosting its utility, the book is filled with concise, easily adopted tips like 'return phone calls unbelievably fast' and 'always tell the truth and not what the client wants to hear.' --Howard Rothman
User popularity level:
Rated by buyers 
-
Odds are, if you read books like this, you have read all of this before. Most of it is common sense as well.
Rated by buyers 
-
There's a lot more to selling than sales skills. You can study all the closes you want, but if you can't bring value to your clients, you better find a new profession. The Trusted Advisor educates true consultants on how to bring value in what you can offer to your clients, The Trusted Advisor takes you from salesperson to valued resource, and it all starts with trust. The old line, "what's it going to take to get you to buy" is for sales people that won't be selling this time subsequent year, invest in yourself, invest in what The Trusted Advisor teaches you.
Rated by buyers -
Excellent book by the master of consulting firm management. Addresses and gives insight into the goal of all management consulting engagements - to become the trusted advisor of the C-level management - on the issues related to your expertise. I recommend this book and Maister's other books to all senior level consultants and professional services personnel.
Rated by buyers -
The authors of The Trusted Advisor openly present their experiences, ideas and recommendations from years of living it with their clients. We can all learn and enhance our own behaviors with their help.
Rated by buyers -
I was taking a course in Critical Thinking a while back. The instructor and I started talking about a presentation I did to my team on being a "Trusted Advisor", he highly recommended the book. After reading Chapter One I knew that we were on the same page. The book dove deeply and well into the steps needed to arn the title and right to be a TRUSTED ADVISOR. If you care about your customer and you care about your relationship with them. BUY THIS BOOK...I have puchased copies for the rest of my team.
Find other books like this one:
