- Tapa blanda: 256 páginas
- Editor: Simon & Schuster; Edición: New ed (30 de septiembre de 2001)
- Idioma: Inglés
- ISBN-10: 0743207769
- ISBN-13: 978-0743207768
- Valoración media de los clientes: 1 opinión de cliente
- Clasificación en los más vendidos de Amazon: nº80.844 en Libros en idiomas extranjeros (Ver el Top 100 en Libros en idiomas extranjeros)
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The Trusted Advisor (Inglés) Tapa blanda – 30 sep 2001
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Descripción del producto
Carl Stern CEO, Boston Consulting GroupAn invaluable road map to all those who seek to develop truly special relationships with their clients. Tom Petersauthor of "The Professional Service 50"This is a brilliant -- and practical -- book. In our "world gone mad," trust is, paradoxically, more important than ever. Professor Charles FombrunLeonard N. Stern School of Business, New York University "The Trusted Advisor" gets to the heart and soul of the advice business. This path-breaking book is a must-read. William F. Stasiorsenior chairman and former CEO, Booz-Allen & HamiltonThis book is engaging, enjoyable, and absolutely on target. It is packed with truth. "The Trusted Advisor" will guide success not just in the advisory professions but in leadership and life as well. Professor Charles FombrunLeonard N. Stern School of Business, New York University "The Trusted Advisor" gets to the heart and soul of the advice business. This path-breaking book is a must-read. Tom Petersauthor of "The Professional Service 50" This is a brilliant -- and practical -- book. In our "world gone mad," trust is, paradoxically, more important than ever. Carl Stern CEO, Boston Consulting Group An invaluable road map to all those who seek to develop truly special relationships with their clients. William F. Stasiorsenior chairman and former CEO, Booz-Allen & Hamilton This book is engaging, enjoyable, and absolutely on target. It is packed with truth. "The Trusted Advisor" will guide success not just in the advisory professions but in leadership and life as well.
Reseña del editor
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.Ver Descripción del producto
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The core of the book is the trust equation:
Trustworthiness = (credibility + reliability + intimacy) / (self-orientation)
1. Credibility: Listen empathetically for rational and emotional issues to help clients frame the problem then partner with them to craft a detailed solution with carefully managed expectations.
2. Reliability: Deliver consistently and excellently on projects, mindful of small touches along the way.
3. Intimacy: Communicate as you would with a close family member or friend, sharing and working through professional, and where appropriate, personal issues.
4. Other-orientation: Always work (transparently) in your client’s best interest
One last thing, when asking a client for referrals, ask in a way that speaks to their self-interests first, not that of the seller. So many times, I read these books with so called tricks to get the client to set up an intro or give up a name. It's all about doing your homework throughly before you ask for anything from the prospect or the client.
Cold calling is not dead. The type of calling where you don't even sound like a real person, that's dead.
I have found this simple equation to be most useful in gauging the strength of relationships built over the years. It also explains how frustratingly easy it is to lose the trust we've built up. Those who have difficulty maintaining long term solid relationships with friends or clients would do well to check their self-orientation. It is highly likely, if you're honest with yourself, that you are pretty much motivated by your own self-interest and that will come through to clients and friends - regardless of the words you speak or protestations to the contrary.
I wish I had come across this book (and the follow-on book by Charles Green, Trust-based Selling) years ago. It would have explained much about the success I had with clients as well as the failures that I suffered. This book will move the successful mentor/coach from the level of conscious incompetent to conscious competent and on to the ultimate goal of unconscious competent.