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Home > Business & Economics > Finance & Accounting > The Trusted Advisor-eBook
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The Trusted Advisor
Maister, David H.
 
 
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The Trusted Advisor
In order to survive, today's professionals must earn the trust of their clients--and re-earn it throughout their careers. This is a dynamic must-read for successfully negotiating relationships in today's bold new economy.
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Title of ebook: The Trusted Advisor
ISBN: 9780743205443
Publisher: Free Press
Internet download file size: 483 kb
Pages: 256
Released online for download: 10-05-2000
Author of eBook: Maister, David H.
Joint Author: Galford, Robert M.
Joint Author: Green, Charles H.
Contents



Introduction How to Use This Book Part One: 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 attitudes must you have to be effective? 7. Sincerity or Technique? Do you really have to care for those you advise? Part Two: 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 five 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 ... read full excerpt from The Trusted Advisor ebook

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