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15 of 16 people found the following review helpful
5.0 out of 5 stars The Noble Art Of The Consigliere
This is a most useful book on how the professional adviser must act if they are to secure and retain the trust of their clients. It avoids the Dale Carnegie "Just Be Nice" approach by analysing why one wants to generate trust and how it is done. There is no argument that if you find you do not like a potential client you should walk away (and, speaking from personal...
Published on 3 Jan. 2010 by Charles Vasey

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1.0 out of 5 stars waist
What a waist is this book
Published 2 months ago by savino


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1 of 2 people found the following review helpful
4.0 out of 5 stars Trust-based business relationships - Great overview and process-model, 23 Aug. 2011
By 
Caufrier Frederic (Belgium) - See all my reviews
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This review is from: The Trusted Advisor (Paperback)
If you would map out the four types of possible business relationships following 2 parameters (breath of business issues and depth of personal relationships) you would notice that trust-based relationships goes the deepest (followed by relationship-based, needs-based and service offering-based relationships, in descending order).

This work covers trust-based relationships in a very systematic way, works out a trust process-model and illustrates on how making it work. The trust process-model with 5 stages (engage, listen, frame, envision and commit) is nicely explained and illustrated. Most of it will sound very familiar; still this work gives it a nice context and the overall structure of this book makes it a very pleasant read.

Part 1 - Perspectives on trust
Part 2 - The structure of trust building
Part 3 - Putting trust to work

If you would just scan through the contents of this book, it would give you a good idea of the added value. A very interesting read!

Contents
Introduction
How to use this book

Part 1 - Perspectives on trust
1) A sneak preview: What would be the benefits if your clients trusted you more? What are the primary characteristics of a trusted advisor?
2) What is a Trusted Advisor? (What do great trusted advisors all seem to do?)
3) Earning Trust (What are the dynamics of trusting and being trusted?)
4) How to give advice (How do you ensure your advice is listened to?)
5) The rules of Romance: Relationship building (What are the principles of building strong relationships?)
6) The importance of mindsets (What attitude must you have to be effective?)
7) Sincerity or technique? (Do you really have to care for those you advise?)

Part 2 - The structure of trust building
8) The trust equation (What are the four key components that determine the extent of trust?)
9) The development of trust (What are the 5 stages of trust-building?)
10) Engagement (How do you get clients to initiate discussions with you?)
11) The art of listening (How can you improve your listening skills?)
12) Framing the issue (How can you help clients look at their issues in a fresh way?)
13) Envisioning an alternate reality (How can you help clients clarify what they're really after?)
14) Commitment(How do you ensure clients are willing to do what it takes to solve their problems?)

Part 3 - Putting trust to work
15) What's so hard about all this? (Why are truly trust-based relationships so scarce?)
16) Different client types (How do you deal with clients of differing types?)
17) The Lieutenant Columbo approach (What can we learn from an unorthodox winner?)
18) The role of trust in getting hired (How do you create trust at the outset of a relationship?)
19) Building trust on the current assignment (How can you conduct your assignment in a way that adds to trust?)
20) Re-earning trust away from the current assignment (How can we build trust when you're not working on an assignment?)
21) The case of cross-selling (Why is cross-selling so hard, and what can be done about it?)
22) The Quick-impact list to gain trust (What are the key things you should do first?)

Appendix: A compilation of our lists
Notes and references
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5 of 8 people found the following review helpful
4.0 out of 5 stars Clear directions on creating trust, 7 Jun. 2006
By 
Rolf Dobelli "getAbstract" (Switzerland) - See all my reviews
(TOP 1000 REVIEWER)    (REAL NAME)   
This review is from: The Trusted Advisor (Hardcover)
Being trusted by their clients separates successful advisors and consultants from the corporate consigliores. But how does a qualified advisor become trusted? Authors David H. Maister, Charles H. Green and Robert M. Galford provide methods you can use to reach the inner circle. They break trust into its component parts and reassemble those pieces into a viable, practical model, complete with suggested conversations. That may sound a little robotic, but with practice, an advisor can make the transition from outside technician to habitué of the inner sanctum. This readable book includes a useful appendix and a list of quick references. We recommend it to consultants and professional service providers. We trust you'll know what to do with it.
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1 of 2 people found the following review helpful
5.0 out of 5 stars Good stuff, 14 Jan. 2008
By 
Graham R. Hill (Ilkley) - See all my reviews
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This review is from: The Trusted Advisor (Paperback)
This book covers the subject at a theoretical level, but also complements that with checklists of things to do/not do(thoughtfully repeated together in an Appendix). The examples drawn from the authors' own experience are also more relevant and substantial than is often the case. This is a book that won't just be useful once, but which will bear referring to again and again.
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1.0 out of 5 stars waist, 18 Jan. 2015
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This review is from: The Trusted Advisor (Paperback)
What a waist is this book
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0 of 1 people found the following review helpful
5.0 out of 5 stars Excellent Advice, 15 Jan. 2013
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This review is from: The Trusted Advisor (Paperback)
While, admittedly, I haven't had the opportunity to attempt many of the stategies described in this book, I appreciate the logic behind the advice. I find most of the book quite convincing and informative. I recommend Ford Harding's 'Rain Making' as a complement to this book.
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0 of 1 people found the following review helpful
4.0 out of 5 stars Review of The Trusted Advisor, 20 Jan. 2010
By 
Mr. A. O. Ayim (UK) - See all my reviews
(REAL NAME)   
This review is from: The Trusted Advisor (MP3 CD)
As a consultant I was studying CRM (Client Relationship Management) and I was well advised to get this book. Really good Audio Book, a lot was learnt and I would definitely advise any advisory role personnel to purchase.
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0 of 1 people found the following review helpful
5.0 out of 5 stars Fast and according to expectations, 8 Aug. 2013
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This review is from: The Trusted Advisor (Paperback)
Intuitive homepage that makes it fast to search and have an overview
Easy to order
Efficient update of credit card
Efficient delivery
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0 of 1 people found the following review helpful
5.0 out of 5 stars Good tools, 15 Jan. 2014
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This review is from: The Trusted Advisor (Kindle Edition)
Old fashioned sales concept put into modern terms and tools. A great starter kit for anyone needing to improve sales - improve relationships!
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0 of 1 people found the following review helpful
4.0 out of 5 stars How to become trusted in business...., 2 Mar. 2010
This review is from: The Trusted Advisor (Paperback)
..... or by your peers. Interesting perspective to building rapport and relationships in professional arena, with good tips and tools.
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