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Recommendation
All relationships require trust, including professional situations where you sell to or advise other people. How do you define and cultivate trust? Consultants Charles H. Green and Andrea P. Howe start with an equation and use it as a template for practical, trust-building behavior in this worthy companion to the best-selling classic, The Trusted Advisor, which Green co-authored. Despite some confusing logic in the first section and a bit of repetition, this manual proves a thorough and thoughtful guide for building trust in a business setting. getAbstract recommends it to those seeking to establish and strengthen trust-based client relationships, and to readers of The Trusted Advisor looking to put that book’s counsel into practice.
Take-Aways
About the Authors
Charles H. Green, CEO of Trusted Advisor Associates, wrote Trust-Based Selling and co-authored The Trusted Advisor. Andrea P. Howe, director of learning for Trusted Advisor Associates, heads the BossaNova Consulting Group.
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