Screen LibraryThe trusted advisor /
Publisher Fact Sheet
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| Main Authors: | |
|---|---|
| Group Author: | ; |
| Published: |
The Free Press,
|
| Publisher Address: | New York, NY : |
| Publication Dates: |
2004. ©2000 |
| Literature type: | Book |
| Language: | English |
| Subjects: | |
| Summary: |
Publisher Fact Sheet Annotation |
| Carrier Form: | xiii, 240 pages : illustrations ; 24 cm |
| Bibliography: | Includes bibliographical references (pages 225-227) and index. |
| ISBN: |
9780743212342 074320414X 9780743204149 074320963X 9780743209632 0743212347 |
| Index Number: | HD69 |
| CLC: |
F270 C932 |
| Call Number: | C932/M231 |
| Contents: |
Perspectives on Trust -- What Is a Trusted Advisor? -- Earning Trust -- How to Give Advice -- The Rules of Romance: Relationship Building -- The Importance of Mindsets -- Sincerity or Technique? -- The Structure of Trust Building -- The Trust Equation -- The Development of Trust -- Engagement -- The Art of Listening -- Framing the Issue -- Envisioning an Alternate Reality -- Commitment -- Putting Trust to Work -- What's So Hard About All This? -- Differing Client Types -- The Lieutenant Columbo Approach -- The Role of Trust in Getting Hired -- Building Trust on the Current Assignment -- Re-earning Trust Away from the Current Assignment -- The Case of Cross-Selling -- The Quick-Impact List to Gain Trust -- A Compilation of Our Lists. |