Jeffrey Gitomer's Little Teal Book of Trust: How to Earn It, Grow It, and Keep It to Become a Trusted Advisor in Sales, Business, & Life (Jeffrey Gitomer's Little Books Series) »

Jeffrey Gitomer is the world's #1 expert on selling. He is author of the WSJ and BusinessWeek best-seller Jeffrey Gitomer's Little Red Book of Selling (over 400,000 sold) as well as the WSJ and BusinessWeek best-seller The Little Red Book of Sales Answers (Prentice Hall) (over 130,000 sold); The Sales Bible (over 200,000 sold) ; and Customer Satisfaction is Worthless, Customer Loyalty is Priceless. He gives over 100 presentations a year, serving customers ranging from Coca-Cola to Cingular Wireless to Wells Fargo Bank to IBM and Mercedes Benz.

Trust is a combination of the value that others perceive in you, and their willingness to harmonize with and accept your advice to help them succeed. It's people seeking and taking your advice both as a counselor and a confidante. Someone who trusts you to a point where they call at some critical stage, because they know you are the ONE who can help them in a way that others cannot. But how do you develop trust? Follow the advice of Jeffrey Gitomer, bestselling author of the Little Books, which have now sold more than two million copies worldwide. As the world's foremost expert on selling, Gitomer is uniquely qualified to speak on the issue of trust, having earned a position of trust, both to his customers and readers. Gitomer advises that trust is not the product of any secret formula. It's not something you can lay there and wait for it to happen to you. Gaining, building, and maintaining a high level of trust involves thinking, and requires reading, a clear mind, a focus on becoming a world-class expert, studying, risking, failing, the right attitude, and lacing your boots straps tighter when times are tough. But you can do it and when you do, it will lead you to wealth beyond money. It's not success, it's fulfillment - both to you and the people who trust you.This book provides the insights and answers to all of these elements of trust, and gives the reader a solid understanding of the process, and a step-by-step game plan to achieve it.

Trust Me
Why should I trust you?
What is this book about?

Section 1: Ask Yourself...
Do you trust yourself?
Why should you trust others?
Why should you take someone's advice?
Are your neighbors and friends your advisors?
Higher levels of trust—health, home, money
Do I trust my partner?
What are the elements that lead to trustworthiness?
Who do you trust?
Who trusts you?
Who trusts who?
What is the image you have of yourself?
Honesty...a self-assessment

Section 2: The 14.5 Definition of Trust
The risk of trust and trusting—trust is a risk
Initial trust is tentative
Trust is a form of faith
Trust lowers resistance
Trust lowers barriers
Friendship leads to trust
Business relationships lead to trust
Business deals are based on trust
Dealings over time lead to trust
Sales are based on trust
Trust is the link between yes an no
Trust is a green light
Personal relationships lead to trust
Marriage is based on love and trust
Trust breeds confidence—in yourself and from others

Section 3: 23.5 Characteristics of Trusted and Trustworthy People
To get trust, first give trust
Surprise (genuine) helps lead to trust
Trust grows slowly over time
Giving value first leads to trust
Questions that differentiate, especially in matters of money, lead to trust
Competency and superior skill leads to trust
Creativity leads to trust
WOW! leads to trust
Giving trust least to getting trust
Superior knowledge and genuine help lead to trust
Superior service leads to trust
Understanding leads to trust
Willingness to help leads to trust
Trust and honest dealings lead to trust
Respect and reliability over time leads to trust
Desire to serve with a grateful heart leads to trust
Dedication to serving and enlightening others based on heartfelt belief leads to trust
Random acts of kindness and the desire to do the best job possible leads to trust
Accurate advice over time and friendship without condition or expectation lead to trust
Superior performance with passion over time leads to trust
Dedication to personal excellence and mastery of a craft leads to trust
Friendship based on respect, mutual admiration, truth, and fun leads to trust
I trust myself first

Section 4: Business and Sales Advice you Can Trust And Bank On
I found someone I trust
Are you the real (sales) thing? Chances are you're not
Will the REAL presenter please stand up?
If you can prove your claims, they will buy from you
Entertain, engage, create the value, prove it, and they will buy
A sales principle that leads to wealth - it's all about them
Managers say customer relationships are their top issue
The relationship edge are you on it, in it, or over it?
How to make a relationship of trust blossom
Corporate Trust
People of influence are successful. Are you one of them?

Section 5: Trust Recovery
General rules for trust recovery
In business with customers
In business with coworkers
In business with vendor
In life with friends
In life with family
In life with spouse

Section 6: Becoming a Trusted Advisor
Part One: What is being a trusted advisor all about?
Part Two: Understanding and self-discovery
Part Three: The elements and characteristics of trusted advisors
Trusted advisor self-evaluation
Part Four: Think about WHO and WHY
Part Five: The POWER of engagement
Part Six: You must become proficient before you can master
Part Seven: Upon arrival, make certain your seatbelt is fastened

Section 6.5: Truth, Trust, Value
The Value of Trust
The truth about truth. No truth, no nothing
You don't "get" respect, you "earn" it