Access a growing selection of included Audible Originals, audiobooks, and podcasts.
You will get an email reminder before your trial ends.
Audible Plus auto-renews for $7.95/mo after 30 days. Upgrade or cancel anytime.
The Trusted Advisor  By  cover art

The Trusted Advisor

By: David H. Maister,Robert M. Galford,Charles H. Green
Narrated by: BJ Harrison
Try for $0.00

$7.95 a month after 30 days. Cancel anytime.

Buy for $17.19

Buy for $17.19

Pay using card ending in
By confirming your purchase, you agree to Audible's Conditions of Use and Amazon's Privacy Notice. Taxes where applicable.

Publisher's summary

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 book is “a brilliant reminder for each of us to focus on the needs of those we are serving - clients, customers, colleagues" (Timothy A. Welsh, vice chair, Consumer and Business Banking, US Bancorp). 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 for anyone who must advise, negotiate, or manage complex relationships with others.

©2000, 2021 David H. Maister, Charles H. Green, and Robert M. Galford (P)2021 Tantor

What listeners say about The Trusted Advisor

Average customer ratings
Overall
  • 4.5 out of 5 stars
  • 5 Stars
    42
  • 4 Stars
    10
  • 3 Stars
    5
  • 2 Stars
    0
  • 1 Stars
    0
Performance
  • 4.5 out of 5 stars
  • 5 Stars
    31
  • 4 Stars
    11
  • 3 Stars
    2
  • 2 Stars
    0
  • 1 Stars
    0
Story
  • 4.5 out of 5 stars
  • 5 Stars
    30
  • 4 Stars
    9
  • 3 Stars
    3
  • 2 Stars
    1
  • 1 Stars
    0

Reviews - Please select the tabs below to change the source of reviews.

Sort by:
Filter by:
  • Overall
    4 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    4 out of 5 stars

Where’s the PDF?

Great resource for advisors but needs to have the PDF of the various lists referenced in the narrative.

Something went wrong. Please try again in a few minutes.

You voted on this review!

You reported this review!

5 people found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    4 out of 5 stars

PDF Reference

Great book, but it would be more valuable if there was a PDF reference with graphics and lists.

Something went wrong. Please try again in a few minutes.

You voted on this review!

You reported this review!

1 person found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

I couldn't stop listening!

What a great book. I loved every minute of it. It changed the way I think about and teach sales. Highly recommended!

Something went wrong. Please try again in a few minutes.

You voted on this review!

You reported this review!

Sort by:
Filter by:
  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for Anonymous User
  • Anonymous User
  • 03-19-23

I have been in advising/selling for over 50 years and there is so much truth in this book.

I agree with most every word.
Think it is long winded but understand it is trying to cover a great deal of ground.
All “sales” people would benefit but particularly new starters should be reading listening to some content every day.

Something went wrong. Please try again in a few minutes.

You voted on this review!

You reported this review!

Sort by:
Filter by:
  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for MM
  • MM
  • 01-15-23

Great refresher on few basics

Highly recommended to hear once a year, on how to developer trust with the right intent.

Something went wrong. Please try again in a few minutes.

You voted on this review!

You reported this review!