Listen free for 30 days
-
The Trusted Advisor
- 20th Anniversary Edition
- Narrated by: BJ Harrison
- Length: 10 hrs and 38 mins
Add to basket failed.
Add to wishlist failed.
Remove from wishlist failed.
Adding to library failed
Follow podcast failed
Unfollow podcast failed
Buy Now for £16.09
No valid payment method on file.
We are sorry. We are not allowed to sell this product with the selected payment method
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.
More from the same
Narrator
What listeners love about The Trusted Advisor
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
-
Overall
-
Performance
-
Story
- Anonymous User
- 19-03-23
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!
-
Overall
-
Performance
-
Story

- 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
-
Performance
-
Story

- 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
-
Performance
-
Story

- 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!