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Customer reviews

4.8 out of 5 stars

on 2 March 2012
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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TOP 1000 REVIEWERon 16 February 2012
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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on 7 August 2016
Very nice book. The contents are presented in a very easy to follow and simple to remember way. Most of the things mentioned in the book are practical and can related to daily day life. There is nothing in the book that cannot be followed or just hyphotical. Brilliant one for the personal collection.
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on 25 January 2018
Great book. Arrived in good time.
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on 28 September 2012
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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