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2 of 2 people found the following review helpful
5.0 out of 5 stars Trust means business - a very important book, 2 Mar 2012
This review is from: The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust (Paperback)
Over the last decade there has been a unprecedented drop off in trust in our world. Business, governments, the press, society as a whole - all have been found lacking. When Charles Green wrote his first book - The Trusted Advisor (co-written with David Maister and Robert Galford in 2000) - I doubt even he realised how pertinent his laser-focus on trust would become.

Achieving trusted advisor status is the holy grail for any professional. In this new book, The Trusted Advisor Fieldbook Charles and co-writer Andrea Howe go deeper. They look at how to build trust not just at the individual level but across organisations too. Proving that trust is not a soft, fluffy concept they show measurable benefits for those that become trusted - more sales, easier relationships, faster and better decisions, commitment and loyalty inside your organisation and out.

I loved Charles' first book - it was staple reading for anyone entering the consultancy sector; I learned a heap from his second, Trust-based Selling - it identified approaches that in my previous sales roles always worked best. And now he's completed his trilogy. The Trusted Advisor Fieldbook is more hands on than the others. Packed full of worksheets, quizzes, coaching tips, stories and action points, this valuable manual shows us how to walk the talk and apply the powerful principles and models he shares.

The Trusted Advisor Fieldbook is superbly written and structured and very comprehensive. It looks at trust-based marketing, networking, business development and relationship building - pitching, pricing, cross-selling, selling to the C-Suite are all covered. There is a section for leaders on building and running a trustworthy organisation - how to train and develop a culture of trust.

I highly recommend this book to anyone in the professional services or advice field, whether they are a consultant, leader or business developer.
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4.0 out of 5 stars Comprehensive workbook on how to develop trust in business relationships, 28 Sep 2012
By 
Rolf Dobelli "getAbstract" (Switzerland) - See all my reviews
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This review is from: The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust (Paperback)
All relationships require trust, including professional situations where you sell to or advise other people. How do you define and cultivate trust? Consultants Charles H. Green and Andrea P. Howe start with an equation and use it as a template for practical, trust-building behavior in this worthy companion to the best-selling classic, The Trusted Advisor, which Green co-authored. Despite some confusing logic in the first section and a bit of repetition, this manual proves a thorough and thoughtful guide for building trust in a business setting. getAbstract recommends it to those seeking to establish and strengthen trust-based client relationships, and to readers of The Trusted Advisor looking to put that book's counsel into practice.
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1 of 2 people found the following review helpful
5.0 out of 5 stars The Author Knows his Stuff, 16 Feb 2012
By 
Chris Downing "Chris Downing" (Chippenham, Wilts England) - See all my reviews
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This review is from: The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust (Paperback)
I used to work in this field and there are only a few authors I'd place in the expert box - Charles Green is one and the other is Andrew Sobel. An excellent companion to this book is Sobel's "Power Qustions" Power Questions: Build Relationships, Win New Business, and Influence Others

Charles Green has written several books on relationships in business - this being the latest and by far the most effective. Workbooks by definition allow you to learn and apply. This manual is an excellent way to start understanding the power of business relationships and its significant influence on how clients and customers buy. As the old mentor of Tom Cruise's character in Jerry MaGuire says,"This business is all about relationships - no relationship, no business." In fact all business is like that. It is unlikely you can win board level business agreements and contracts without having good relationships with clients. I can tell from my own experience that most people think they are good at relationships - they are not.

Thinking you are good at relationships when you are not is significantly damaging to your income. Do yourself a favour and start reviewing your performance by reading this book or Andrew Sobel's. You won't regret it.
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