1 of 2 people found the following review helpful
The Author Knows his Stuff,
Verified Purchase(What is this?)
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.