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Cheap Book Store - The Trusted Advisor
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List Price: $22.70
Our Price: $15.46
Your Save: $ 7.24 ( 32% )
Availability: N/A
Manufacturer: Free Press
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Average Customer Rating:  
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Binding: Paperback
Dewey Decimal Number: 658
EAN: 9780743207768
ISBN: 0743207769
Label: Free Press
Manufacturer: Free Press
Number Of Pages: 224
Publication Date: 2002-01-02
Publisher: Free Press
Studio: Free Press
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Editorial Reviews:
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This is a guide to professional success. In the modern world of business, it's all about the ability to earn the client's trust and thereby win the ability to influence them. In these high risk times, trust is more valuable then gold. This detailed resource book provides readers with the five crucial steps they need for developing, managing and improving client confidence.
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Spotlight customer reviews:
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Customer Rating:
Summary: Great foundation for trust building
Comment: Great foundation for building trust when selling consultative services. The book is technical to a point - the authors have created a mathematical formula for trust and reference it often. But they've also broken down every chapter into lists (or even multiple lists) that are reprinted in the final section for easy, quick reference.
Customer Rating:
Summary: Read it, Love it
Comment: This book is an excellent exposition on values and perceptions between clients and salesmen. I recommend it to all in any sales position. The information included is worth many years of experience.
Customer Rating: 
Summary: Misrepresented as "like new"...
Comment: The product is defective and I can't get it to load in any of my cd players! I wish the seller had tested it before it was represented as "like new". I would return it if I had the return information but, alas! Live and learn.
Customer Rating:
Summary: An equation for trust . . .
Comment: This book is right on target. Anyone who desires to develop lasting relationships with clients will want to read this book. 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. And it gets better as the book progresses. 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.
I have found this simple equation to be most useful in gauging the strength of relationships built over the years. It also explains how frustratingly easy it is to lose the trust we've built up. Those who have difficulty maintaining long term solid relationships with friends or clients would do well to check their 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. It would have explained much about the success I had with clients as well as the failures that I suffered. 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.
Customer Rating:
Summary: It should be ready by every people working in consulting industry
Comment: 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.
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