Book Chapter Summaries
Use this page to get a comprehensive preview of all of my books — chapter by chapter. This section can also be used as a quick reference guide for finding a specific section in any of the books. For book overviews, reviews, information on foreign language editions and ordering information, go back to the main book page.
Book
| Chapter | Title |
|---|---|
PART ONE: PERSPECTIVES ON TRUST |
|
| 1 | A Sneak Preview |
| 2 | What Is a Trusted Advisor? |
| 3 | Earning Trust |
| 4 | How to Give Advice |
| 5 | The Rules of Romance: Relationship Building |
| 6 | The Importance of Mindsets |
| 7 | Sincerity or Technique? |
PART TWO: THE STRUCTURE OF TRUST BUILDING |
|
| 8 | The Trust Equation |
| 9 | The Development of Trust |
| 10 | Engagement |
| 11 | The Art of Listening |
| 12 | Framing the Issue |
| 13 | Envisioning an Alternate Reality |
| 14 | Commitment |
PART THREE: PUTTING TRUST TO WORK |
|
| 15 | What's So Hard About All This? |
| 16 | Differing Client Types |
| 17 | The Lieutenant Columbo Approach |
| 18 | The Role of Trust in Getting Hired |
| 19 | Building Trust on the Current Assignment |
| 20 | Re-earning Trust Away from the Current |
| 21 | The Case of Cross-Selling |
| 22 | The Quick-Impact List to Gain Trust |
APPENDIX |
|
| Appendix A | |