Listen free for 30 days

Thousands of incredible audiobooks and podcasts to take wherever you go.
Immerse yourself in a world of storytelling with the Plus Catalogue - unlimited listening to thousands of select audiobooks, podcasts and Audible Originals.
£7.99/month after 30 days. Renews automatically. See here for eligibility.
The Trusted Advisor cover art

The Trusted Advisor

By: David H. Maister,Robert M. Galford,Charles H. Green
Narrated by: BJ Harrison
Try for £0.00

£7.99/month after 30 days. Renews automatically. See here for eligibility.

Buy Now for £16.09

Buy Now for £16.09

Pay using card ending in
By completing your purchase, you agree to Audible's Conditions of Use and authorise Audible to charge your designated card or any other card on file. Please see our Privacy Notice, Cookies Notice and Interest-based Ads Notice.

Listeners also enjoyed...

The McKinsey Way cover art
The Trusted Advisor Fieldbook cover art
Million Dollar Consulting (Fifth Edition) cover art
SPIN Selling cover art
Let's Get Real or Let's Not Play cover art
Linchpin cover art
Secret Tradecraft of Elite Advisors cover art
The Challenger Sale cover art
Getting Things Done When You Are Not in Charge: Second Edition cover art
The Everything Leadership Book cover art
The Crux cover art
Good Strategy/Bad Strategy cover art
Ask Outrageously! cover art
The Business of Expertise cover art
Blue Ocean Strategy, Expanded Edition cover art
Good to Great cover art

Summary

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 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.

In this 20th anniversary edition, Maister, Green, and Galford enrich our understanding of today's society and illustrate how to be effective communicators in a digital world. 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.

This book is “a brilliant reminder for each of us to focus on the needs of those we are serving - clients, customers, colleagues" (Timothy A. Welsh, vice chair, Consumer and Business Banking, US Bancorp). The authors weave together anecdotes, experience, and examples of both their own and others' successes and mistakes to great effect. The Trusted Advisor is essential for anyone who must advise, negotiate, or manage complex relationships with others.

©2000, 2021 David H. Maister, Charles H. Green, and Robert M. Galford (P)2021 Tantor

More from the same

What listeners love about The Trusted Advisor

Average customer ratings
Overall
  • 4.5 out of 5 stars
  • 5 Stars
    6
  • 4 Stars
    1
  • 3 Stars
    1
  • 2 Stars
    0
  • 1 Stars
    0
Performance
  • 5 out of 5 stars
  • 5 Stars
    5
  • 4 Stars
    1
  • 3 Stars
    0
  • 2 Stars
    0
  • 1 Stars
    0
Story
  • 5 out of 5 stars
  • 5 Stars
    5
  • 4 Stars
    1
  • 3 Stars
    0
  • 2 Stars
    0
  • 1 Stars
    0

Reviews - Please select the tabs below to change the source of reviews.

Sort by:
Filter by:
  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

I have been in advising/selling for over 50 years and there is so much truth in this book.

I agree with most every word.
Think it is long winded but understand it is trying to cover a great deal of ground.
All “sales” people would benefit but particularly new starters should be reading listening to some content every day.

Something went wrong. Please try again in a few minutes.

You voted on this review!

You reported this review!

Sort by:
Filter by:
  • Overall
    4 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    4 out of 5 stars
Profile Image for Ken Fridley
  • Ken Fridley
  • 05-07-21

Where’s the PDF?

Great resource for advisors but needs to have the PDF of the various lists referenced in the narrative.

Something went wrong. Please try again in a few minutes.

You voted on this review!

You reported this review!

5 people found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    4 out of 5 stars
Profile Image for Scott M. Kelley
  • Scott M. Kelley
  • 19-03-23

PDF Reference

Great book, but it would be more valuable if there was a PDF reference with graphics and lists.

Something went wrong. Please try again in a few minutes.

You voted on this review!

You reported this review!

1 person found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for FrankG
  • FrankG
  • 14-07-23

I couldn't stop listening!

What a great book. I loved every minute of it. It changed the way I think about and teach sales. Highly recommended!

Something went wrong. Please try again in a few minutes.

You voted on this review!

You reported this review!

adbl_uk_web_target_buy_box_sale_test