The Trusted Advisor
The Art of Practicing what you Preach.
Excellent book describing why your objective should be to prove your knowledge, deliver on your promise, and build an emotional connection with your customers., while minimizing your own company or personal interest.
Once this relationship is established, you get on a highway to achieve the business outcomes you were aiming initially.
It’s definitely a must-read for every professional especially if you’re starting up and not working in firms with set practices of engagement with clients.
The book explains that getting hired and rehired is about earning trust, and walks through many ways to build it.
There are plenty of real-world examples from the authors who are three experienced consultants.
It’s also packed with practical, yet insightful advice on building solid, trusting relationships with clients of any temperament.
Logically organized, it can be summed up in this one quote: “The right to solve problems is earned by informed listening, which in turn is driven by curiosity.”
People don’t want you to solve their problems unless they give you the right to solve them.
That principle pretty much guides the rest of the chapters. Overall, the book addresses many different topics that you could run into with clients and supplies with a variety of snippets that you can put into practice.