The Trusted Advisor

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Additional The Trusted Advisor Information

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.

What Customers Say About The Trusted Advisor:

OMG was it boring. Why in the world would you think I would need to read this. This was required reading at work so I had to read it. I'm a web programmer.

I recommend it to all in any sales position. This book is an excellent exposition on values and perceptions between clients and salesmen. The information included is worth many years of experience.

I wish the seller had tested it before it was represented as "like new". Live and learn. The product is defective and I can't get it to load in any of my cd players. I would return it if I had the return information but, alas.

This book will move the successful mentor/coach from the level of conscious incompetent to conscious competent and on to the ultimate goal of unconscious competent. It also explains how frustratingly easy it is to lose the trust we've built up. The concept of building trust is brought home in a succinct equation: T = (C + R + I)/S where T is trust, C is credibility, R is reliability, I is intimacy and S is self-orientation. It is highly likely, if you're honest with yourself, that you are pretty much motivated by your own self-interest and that will come through to clients and friends - regardless of the words you speak or protestations to the contrary.I wish I had come across this book (and the follow-on book by Charles Green, Trust-based Selling) years ago. Anyone who desires to develop lasting relationships with clients will want to read this book.

It would have explained much about the success I had with clients as well as the failures that I suffered. I have found this simple equation to be most useful in gauging the strength of relationships built over the years. From the outset the authors hook the reader by establishing the three basic skills that a trusted advisor must have: (1) earning trust; (2) giving advice effectively; and (3) building relationships. This book is right on target. And it gets better as the book progresses.

Those who have difficulty maintaining long term solid relationships with friends or clients would do well to check their self-orientation.

This is THE best book about professioanl selling skills I have ever read. Step by step, it guides you into making youself a very real trustworthy advisor in front of your client.