The Trusted Advisor

The Trusted Advisor PDF
Author: David H. Maister
Publisher: Simon and Schuster
ISBN: 147110964X
Size: 59.68 MB
Format: PDF, ePub, Mobi
Category : Business & Economics
Languages : en
Pages : 224
View: 5689

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Book Description: Beside talent and a sterling portfolio, what can world-class consultants like Deloitte & Touche, Societe General and Towers Perrin boast has helped them achieve success in our entrepreneurial economy? They all have the inside track on the indispensable "Trusted Advisor" model for client relationships, created by renowned experts Charles Green and Robert Galford. Now Green and Galford have teamed up with the acclaimed David Maister in order to help their latest high-profile, fast-forward client: you. In this straightforward guide, Maister, Green and Galford show readers that the key to professional success goes well beyond technical mastery or expertise. Today, it's all about the vital ability to earn the client's trust and thereby win the ability to influence them. In these high risk times, trust is more valuable than gold. With this critical, highly detailed and accessible resource, readers will learn the five crucial steps for developing, managing and improving client confidence. For both emerging and established entrepreneurs and consultants, THE TRUSTED ADVISOR is the first truly indispensable business book of the decade.

The Trusted Advisor 20th Anniversary Edition

The Trusted Advisor  20th Anniversary Edition PDF
Author: David H. Maister
Publisher: Free Press
ISBN: 1982157100
Size: 30.73 MB
Format: PDF, ePub, Docs
Category : Business & Economics
Languages : en
Pages : 336
View: 5037

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Book Description: The 20th anniversary edition of the “brilliant and practical” (Tom Peters, author of The Professional Service 50) business classic—now updated to reflect the digital world—provides essential tools and wisdom for all consultants, negotiators, and advisors. In today’s fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one’s discipline is not enough, assert professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. In this 20th anniversary edition, Maister, Green, and Galford enrich our understanding of today’s society and illustrate how to be effective communicators in a digital world. Using their model of “the trust equation” they dissect the rational and emotional components of trustworthiness. With precision and clarity, they detail five distinct steps you must take to create a trust-based relationship. Each step—engage, listen, frame, envision, and commit—is richly described in distinct chapters. This immensely accessible book offers “an invaluable road map to all those who seek to develop truly special relationships with their clients” (Carl Stern, CEO, Boston Consulting Group). The authors weave together anecdotes, experience, and examples of both their own and others’ successes and mistakes to great effect. The Trusted Advisor is essential reading for anyone who must advise, negotiate, or manage complex relationships with others.

The Trusted Advisor Sales Engineer

The Trusted Advisor Sales Engineer PDF
Author: John Care
Publisher:
ISBN: 9781099750397
Size: 71.46 MB
Format: PDF, Docs
Category :
Languages : en
Pages : 182
View: 3996

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Book Description: Sales and Sales Engineering leaders across the world have used the Trusted Advisor label hundreds of times over the past twenty years. Yet it really doesn't mean that much without a lot of explanation. You may be thinking about some of these questions right now. Becoming a Trusted Advisor is not as simple as it sounds, which is why so many organizations either never try, or make a half-hearted effort. Trusted Advisor - two words, five syllables and fifteen letters hide a massive complexity. For the first time ever, there is now a book specifically designed to start the individual Sales Engineer on the journey to becoming a Trusted Advisor. Section One covers how to define and actually measure trust with your clients. Section Two looks at the practical aspects involved in building trust through Discovery, Presentations, Demos and all the other standard activities of an SE. Section Three examine how to get started and put it all into practice - both for individuals and for SE teams. This is not one of those tiny 40 page eBooks. It's over 150 pages of thoughts, ideas, best practices and real life examples based on dozens of clients and thousands of students who have already taken the workshop.** Note the 2020 Paperback version is a reformatted version of the original eBook with a only few minor edits and updates. **

The Trusted Advisor Fieldbook

The Trusted Advisor Fieldbook PDF
Author: Charles H. Green
Publisher: John Wiley & Sons
ISBN: 1118163656
Size: 42.96 MB
Format: PDF, Docs
Category : Business & Economics
Languages : en
Pages : 288
View: 7679

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Book Description: A practical guide to being a trusted advisor for leaders in any industry In this hands-on successor to the popular book The Trusted Advisor, you'll find answers to pervasive questions about trust and leadership—such as how to develop business with trust, nurture trust-based relationships, build and run a trustworthy organization, and develop your trust skill set. This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters. The authors speak in concrete terms about how to dramatically improve your results in sales, relationship management, and organizational performance. Your success as a leader will always be based on the degree to which you are trusted by your stakeholders. Each chapter offers specific ways to train your thinking and your habits in order to earn the trust that is necessary to be influential, successful, and known as someone who makes a difference. Self-administered worksheets and coaching questions provide immediate insights into your current business challenges Real-life examples demonstrate proven ways to "walk the talk" Action plans bridge the gap between insights and outcomes Put the knowledge and practices in this fieldbook to work, and you'll be someone who earns trust quickly, consistently, and sustainably—in business and in life.

The Trusted Advisor

The Trusted Advisor PDF
Author: Charles H. Green
Publisher: Simon and Schuster
ISBN: 9780743205443
Size: 80.92 MB
Format: PDF
Category : Business & Economics
Languages : en
Pages : 256
View: 6118

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Book Description: Bestselling author David Maister teams up with Charles H. Green and Robert M. Galford to bring us the essential tool for all consultants, negotiators, and advisors. In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one's discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. To demonstrate the paramount importance of trust, the authors use anecdotes, experiences, and examples -- successes and mistakes, their own and others' -- to great effect. The result is an immensely readable book that will be welcomed by the inexperienced advisor and the most seasoned expert alike.

Advisor Selling

Advisor Selling PDF
Author: Matthew Hudson
Publisher:
ISBN: 9781934683880
Size: 69.19 MB
Format: PDF, ePub
Category :
Languages : en
Pages : 156
View: 7064

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Book Description: Chances are when you arrive for the sales meeting, the prospect already knows more about you than you do about them. However, with technology comes opportunity. Today's buyer is overwhelmed with data and information and they need help - they need a trusted advisor. Get to "yes" faster Have higher margins Keep your products sold and stay embedded during the "budget" cuts Have more referrals Have higher customer satisfaction In this book, you will learn from the years of research, observation and personal experiences of Matthew Hudson and Mark Hunter. They have spent decades immersed in the sales industry and have taught the concepts in this book to companies with amazing results. If you follow the principles outlined here, you will get more than a sale. You also will get trusted advisor status."

The Monk Who Sold His Ferrari

The Monk Who Sold His Ferrari PDF
Author: Robin S. Sharma
Publisher:
ISBN: 9788179925645
Size: 56.30 MB
Format: PDF
Category :
Languages : en
Pages : 198
View: 4316

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Book Description: Now In TeluguWisdom to Create a Life of Passion, Purpose, and PeaceThis inspiring tale provides a step-by-step approach to living with greater courage, balance, abundance, and joy. A wonderfully crafted fable, The Monk Who Sold His Ferrari tells the extraordinary story of Julian Mantle, a lawyer forced to confront the spiritual crisis of his out-of-balance life. On a life-changing odyssey to an ancient culture, he discovers powerful, wise, and practical lessons that teach us to: Develop joyful thoughts Follow our life s mission and calling Cultivate self-discipline and act courageously Value time as our most important commodity Nourish our relationships, and live fully, one day at a timeA Fable About Fulfilling Your Dreams And Reaching Your Destiny

Finding Your Trusted Advisors And Influencers

Finding Your Trusted Advisors and Influencers PDF
Author: Dale O. Smith, Jr.
Publisher:
ISBN: 9781953902030
Size: 64.52 MB
Format: PDF, Kindle
Category :
Languages : en
Pages :
View: 5671

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Book Description: This manual provides multiple exercises to determine who is your family, friends or business advisors, and trusted advisors.

                          PDF
Author: Paul Krugman
Publisher: العبيكان للنشر
ISBN: 9960547078
Size: 64.67 MB
Format: PDF, ePub, Docs
Category : Political Science
Languages : ar
Pages : 290
View: 7685

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Book Description: يضع بول كروغمان خريطة للطريق المؤدية إلى الإصلاح، وكروغمان هو الاقتصادي الأكثر قراءة لما يكتب على نطاق واسع في العالم، وهو واحد من أكثر المعلقين السياسيين تأثيراً. ويطوف كروغمان في كل اتجاه على قرن من التاريخ، من الاقتصاد السياسي للعصر المموّه، وهو الذي يبدو مألوفاً جداً في هذه الأيام، إلى كوارث سنوات بوش، التي يجادل المؤلف في أنها كانت محتومة بعد أن فازت حركة المحافظين بالسيطرة الكاملة على حكومة الولايات المتحدة. ويبين المؤلف أنه لا (الطبقة الوسطى) التي ترعرع فيها جيل ازدهار المواليد في أمريكا، ولا (أمة حكومة القلة) التي صرنا إليها على نحو متزايد طوال الجيل الماضي تطورا تطوراً طبيعياً، وكلاهما أنشئ ـ إلى حد كبير ـ بفعل خطط سياسية حكومية مستهدية بحركات سياسية منظمة. ويشرح كيف أن المدافعين عن اللامساواة استغلوا الانقسامات الثقافية والعرقية لمصلحتهم، في حين وجد المصلحون طرقاً لتجسير تلك الانقسامات، ويجادل في أن الوقت قد حان من أجل عصر عظيم للإصلاح. وأخيراً وليس آخراً، فإن الكتاب يلخص برنامجاً للتغيير، ويبين البرنامج كيف أن الرعاية الصحية الشاملة تستطيع أن تكون الملمح الرئيس لبرنامج إصلاح جديد، تماماً مثلما كان الضمان الاجتماعي هو لباب برنامج الإصلاح الجديد (نيوديل). ويشرح البرنامج ما الذي يمكن عمله لتضييق فجوة الثروة والدخل، ويبين كيف أن تحالفاً سياسياً جديداً يستطيع في آن معاً أن يدعم الإصلاح، وأن يكون مدعوماً بالإصلاح، وهو ما يجعل مجتمعنا لا مجرد مجتمع أكثر تساوياً بل أكثر ديمقراطية أيضاً. ويعد كتاب (ضمير ليبرالي) بأن يعيد تشكيل الحوار العام حول خطط السياسة الأمريكية الاجتماعية، وأن يصير عملاً معيارياً ومحكاً مرجعياً لجيل كامل.

The Death Of The Salesman And The Rise Of The Trusted Financial Advisor

The Death of the Salesman and the Rise of the Trusted Financial Advisor PDF
Author: Andre Roos
Publisher: Authorhouse UK
ISBN: 9781546288657
Size: 52.43 MB
Format: PDF, Kindle
Category : Business & Economics
Languages : en
Pages : 140
View: 3091

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Book Description: As a salesperson, youve been taught to persuade, pitch products, read and mimic body language, and engage in a long list of other sales tactics to build business. But those tactics no longer workespecially if youre working with intangible offerings like insurance and financial strategies. These old-fashioned sales techniques may temporarily move a client toward making a purchase, but they dont promote long-lasting relationships. To do that, you must become a trusted advisor. Serial entrepreneur Andre Roos provides in-depth details on how to build meaningful, win-win interactions in this salesmanship guide. Learn how to: follow a tested formula for attracting and keeping clients; nurture clients and grow business; and network with other professionals to provide added value. Roos also explains why using a scripted approach can create sales suicideand what you need to do instead, where and when to leave your digital footprints (and when to cover them up or erase them completely), and how to get clients to respect you even when telling them what they dont want to hear. Establish trust, become a valued consultant, and build long-lasting success with the priceless insights in The Death of the Salesman and the Rise of the Trusted Financial Advisor.