TY  - BOOK
AU  - Maister,David H.
AU  - Green,Charles H
AU  - Galford,Robert M
TI  - The trusted advisor
SN  - 074320414X
U1  - 001.068 MAI 
PY  - 2000///
CY  - New York
PB  - Free Press
KW  - Business consultants
N1  - Includes bibliographical references (p. 225-227) and index; Part One: Perspectives on Trust --
Ch.1. A Sneak Preview : What would be the benefits if your clients trusted you more? - What are the primary characteristics of a trusted advisor? -- Ch.2. What Is a Trusted Advisor?  What do great trusted advisors all seem to do? Ch.3.Earning Trust:  What are the dynamics of trusting and being trusted? Ch.4. How to Give Advice:How do you ensure your advice is listened to? Ch.5. The Rules of Romance: Relationship Building: What are the principles of building strong relationships? Ch.6. The Importance of Mindsets: What attitudes must you have to be effective? Ch.7 Sincerity or Technique? Do you really have to care for those you advise?
Part Two: The Structure of Trust Building                           Ch.8. The Trust Equation: What are the four key components that determine the extent of trust? Ch.9. The Development of Trust:What are the five stages of trust-building? Ch.10. Engagement: How do you get clients to initiate discussions with you? Ch.11. The Art of Listening: How can you improve your listening skills Ch.12. Framing the Issue: How can you help clients look at their issues in a fresh way? Ch.13. Envisioning an Alternate Reality: How can you help clients clarify what they're really after? Ch.14.Commitment: How do you ensure clients are willing to do what it takes to solve their problems   
 Part Three: Putting Trust to Work 
Ch.15. What's So Hard About All This?  Why are truly trust- based relationships so scarce? Ch.16. Differing Client Types: How do you deal with clients of differing types? Ch.17. The Lieutenant Columbo Approach: What can we learn from an unorthodox winner? Ch.18. The Role of Trust in Getting Hired: How do you create trust at the outset of a relationship? Ch.19.
Building Trust on the Current Assignment: How can you conduct your assignment in a way that adds to trust? Ch.20.
 Re-earning Trust Away from the Current Assignment:
 How can you build trust when you're not working on an assignment? Ch.21. The Case of Cross-Selling:  Why is cross-selling so hard, and what can be done about it? Ch.22. The Quick-Impact List to Gain Trust: What are the key things you should do first?


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