In this episode Robert Galford takes a deep dive into his book, The Trusted Advisor, where he, David Maister, and Charles Green give you the ultimate tool for all consultants, negotiators, and advisors.
In their book, Galford and team share a practical, five crucial steps you need for developing, managing and improving client confidence. The goal of the book is to teach you the fundamentals of professional service management and customer relations helping you become one of the most trusted advisors in business while improving your ability to influence clients.
This book is perfect for entrepreneurs seeking business partnerships or professionals in the consulting field who are both hoping to improve their interpersonal communication and negotiation skills.
About Robert Galford:
“I am one of the co-authors of The Trusted Advisor along with The Trusted Leader and Your Leadership Legacy. I spend my time writing, teaching, consulting, and advising on topics of trust and trust related elements for people who are running businesses at senior levels.
Our inspiration was very much the fact that we saw a lot of people who were very good at what they did in their jobs, companies, and professions. But we wanted to know what differentiated the ones who were truly successful. What made the difference for someone who was not just a lawyer but a great lawyer? We found that it wasn’t about their competence in their task or their role; it was about their ability to build trust with their clients and their customers.” – Robert Galford
For a detailed summary of The Trusted Advisor according to Robert Galford CLICK HERE
Related Books:
Advisor Selling by Mark Hunter
Conquering The Seven Summits of Sales by Sue Ershler
Pitching and Closing by Alex Taub
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