书籍介绍
在线阅读本书
In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one's discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. To demonstrate the paramount importance of trust, the authors use anecdotes, experiences, and examples -- successes and mistakes, their own and others' -- to great effect. The result is an immensely readable book that will be welcomed by the inexperienced advisor and the most seasoned expert alike.
AI导读
核心看点
- 信任是专业成功的关键，超越单纯的技术能力。
- 通过提问引导客户，让解决方案成为客户自己的主意。
- 平衡可信度、可靠度、亲近感与自我导向四大要素。
适合谁读
- 咨询、法律、财务等依赖人际信任的专业人士。
- 希望提升客户关系管理与沟通技巧的职场人。
- 从事销售、谈判及需要建立长期合作关系的从业者。
读前提醒
- 避免陷入纯理论，重点学习书中具体的实战技巧。
- 注意文化差异，部分西方语境建议需本土化调整。
- 结合个人职业场景，思考如何应用信任建立模型。
读者共识
- 字字珠玑，被公认为咨询行业的经典必读之作。
- 强调真诚与倾听，打破“专家必须全知”的误区。
- 适合反复翻阅的工具书，对建立互信关系极具启发。
本导读基于书籍简介、目录、原文摘录、短评和书评生成，不等同于全文精读。
精彩摘录
- "Our ability to be accepted as trustworthy guides can be damaged if our client believes we have already reached our own inflexible conclusion."
- "Becoming a good advisor takes more than having good advice to offer."
- "When retaining a professional, what you (and your clients) want is someone who understands your interests and will not put their interests ahead of yours while working for you. You want someone you can trust to do the right thing. You want someone who will care."
- "慷慨分享专业知识；定期回访关心；诚恳直接地回答问题，即便这意味着错失生意；信任源自日积月累；谨慎选择想要建立信任的客户；不愿意承担风险就不太可能建立信任。"
- "锻炼让客户心悦诚服接受的沟通技巧；用提问的方式提建议；与客户深入探讨不同选择的利弊、风险和成本，让客户觉得问题的解决办法是他们自己的主意；提前了解客户各部门的算盘，提前协调和询问意见；简单总结达成的决定，减少含糊不清。"
- "会面前想好要给客户留下怎样的印象，以及采取什么行动能达到此目的，提前准备，不要即兴发挥；客户并不总是想要听取顾问的意见，有时是需要倾听和理解；"
- "可信度、可靠度、亲近感、自我导向。"
用户评论
前20%里有不少好思想。
太喜欢这本书了！！！震撼灵魂！ 希望明天network能用到
字字玑珠
先看看中文版的翻译怎么样再看要不要买英文版 中文版：https://book.douban.com/subject/30230300/ En edition@O’Reilly notes of the CN version in the paper notebook
我在专业上的导师
跟书相遇也很需要 timing. 这个夏天回爸妈家，在少年时的暑假上翻到这本书，想必是上大学的时候、对未来职业充满幻想，买来读的。当时看完并没有什么印象。十多年过去了，毕业后做了六年律师了，这次再读，很受启发。
best consulting book
关于建立和维系人际关系的一本书，非常受用，适合当作工具书反复翻阅。Basic skills of a trusted advisor: earning trust; giving advice effective; building relationships. Essential elements that engender trust: credibility; reliability; intimacy; a low-level of self-orientation.
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