Summary of The Trusted Advisor Fieldbook

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The Trusted Advisor Fieldbook book summary


7 Overall

8 Applicability

7 Innovation

7 Style


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.

In this summary, you will learn

  • How to define trust,
  • How to use specific skills to develop trustworthiness and
  • How to incorporate trust into your business.

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.



Understanding Trust
Trust and trustworthiness are the cornerstones of good business relationships. When you trust people, you believe in them. When someone describes you as trustworthy, they think you deserve to be trusted. While most humans are self-absorbed, you will gain trust more ...

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Contained in Knowledge Pack:

  • Knowledge Pack
    You can’t measure it, but you must have it. You can’t see it, but you can see its absence: trust in the workplace. How to get it, and keep it.

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