[Annotatie]: In order to survive, today's professionals must earn the trust of their clients--and re-earn it throughout their careers. This is a dynamic must-read for successfully negotiating relationships in today's bold new economy[Inhoudsopgave]: IntroductionixHow to Use This BookxiiiPART ONE: PERSPECTIVES ON TRUST1(66)A Sneak Preview3(4)What would be the benefits if your clients trusted you more?What are the primary characteristics of a trusted advisor?What Is a Trusted Advisor?7(10)What do great trusted advisors all seem to do?Earning Trust17(10)What are the dynamics of trusting and being trusted?How to Give Advice27(10)How do you ensure your advice is listened to?The Rules of Romance: Relationship Building37(14)What are the principles of building strong relationships?The Importance of Mindsets51(8)What attitudes must you have to be effective?Sincerity or Technique?59(8)Do you really have to care for those you advise?PART TWO: THE STRUCTURE OF TRUST BUILDING67(66)The Trust Equation69(16)What are the four key components that determine the extent of trust?The Development of Trust85(6)What are the five stages of trust-building?Engagement91(6)How do you get clients to initiate discussions with you?The Art of Listening97(10)How can you improve your listening skills?Framing the Issue107(10)How can you help clients look at their issues in a fresh way?Envisioning an Alternate Reality117(6)How can you help clients clarify what they're really after?Commitment123(10)How do you ensure clients are willing to do what it takes to solve their problems?PART THRE
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