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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 and Life Hardcover – December 17, 2008

4.8 out of 5 stars 42 customer reviews

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Based on seven years of reporting from over a dozen countries, writer Tom Wainwright takes you on an extraordinary journey into the business of being a drug lord. Learn more.

Editorial Reviews


"A practical guide aimed at improving your business and personal life and it's tough and motivational rather than spiritual, advising on how to develop and gain trust." Clare Nasir, GMTV Now Magazine

From the Back Cover

Trust is the basis for all relationships. This book will help you:


Tell the truth. This is the number one element of trust AND relationships. Do what you say you will do. This is a test for being trustworthy and reliable. Communicate in a timely manner. This shows you are responsible, on top of it, and that you care. Bring value beyond your product or service. What you do to help others be more successful is a true reflection of your character. Be on time. Being on time shows you respect the other person’s time. Be friendly. Smiling people are the gateway to open communication. Be sincere. This can only come from belief in what you do, loving what you do, and caring for others. Show and say genuine thanks. Be grateful for the opportunity to be of service. Be consistent. I believe this element of trust is the most difficult to master because it combines all the other elements. Give trust. You become trustworthy by giving trust.


Product Details

  • Hardcover: 208 pages
  • Publisher: FT Press; 1 edition (December 17, 2008)
  • Language: English
  • ISBN-10: 0137154100
  • ISBN-13: 978-0137154104
  • Product Dimensions: 5.3 x 0.7 x 7.8 inches
  • Shipping Weight: 12.8 ounces
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (42 customer reviews)
  • Amazon Best Sellers Rank: #307,980 in Books (See Top 100 in Books)

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More About the Author

I remember my mother chasing my car as I backed out of the driveway to register on my first day of college: "Take pre-med!" she screamed, "You can always switch!" But I wanted to be a businessman, like my dad.

He was the consummate entrepreneur. Growing up, I used to sneak downstairs and listen in on his Thursday night pinochle game. Arguments and laughs about business and life. It proved to be my inspiration for my life's pursuits. My pal, Duke Dalton said, "You know what I hate about your old man? He's never wrong." I miss my folks, and I'm grateful to them for their wisdom - the stuff they accused me of never listening to for 30+ years. If your parents are alive, call them right now and tell them you love them.

In college, I played Scrabble every day with my best friend, Michael Toll. He usually won. It taught me about words and how to use them. Michael also provided me with the challenge of winning at games, both sports and intellectual. He'll tell you he was better than me at everything. I feel the same about him. That was the fun.

I spent a year in Europe and came to the realization that I knew very little compared to what there was to know, which is funny, because I left for Europe knowing everything.

I raised a family. My three beautiful daughters taught me patience. They also gave me the courage and inspiration to achieve in the face of failure. Girls, I love you.

And I became a salesman. My first goal was to be the best salesman in the world. I'm still on that journey, every day. In the pursuit of that goal I surprised myself by becoming a columnist, an author, a speaker, a consultant, and a sales trainer. I used to hate flying. Now I spend about a quarter of my life in an airplane. But I really don't mind, because it gives me the precious opportunity to share my sales knowledge and my secrets with a worldwide audience. What could be better?

My name is Jeffrey Gitomer. I'm a salesman. I'm a dad. I'm a college dropout.

My objective in life is to help others, establish long-term relationships, and have fun - every day. When you love your work like I do, every day is the same. It's a holiday.

Customer Reviews

Top Customer Reviews

Format: Hardcover Verified Purchase
This is an important and excellent book. (You will maybe appreciate my tongue-in-cheek headline after reading the first Chapter.)

Like so many others, I am a huge fan of Jeff Gitomers' sage, straightforward advice on selling and subjects tangentially related to his core expertise in the sales process. But, Gitomer has outdone himself with this absolute gem.

In a world where (some) businesses and politicians are almost daily demonstrating why they can't be trusted, the subject of "trust" needs to be written about. And, this well timed book is a great primer on the subject.

Now writing about "trust" is not easy. Who is a "trust" expert? Well the subject is a perfect one for Gitomer who manages to plead for us to do things better in a style that doesn't come over as unduly "preachy." And, he does so with his usual well organized, logical explanations. He does a great job of succinctly explaining the context of trust, it's benefits and ultimately its value, more than 20 characteristics of trust, and how to recover from a breach of trust (which can happen among us humans).

Best of all, his thoughts on becoming a trusted business advisor make this a book that every professional should read, study, implement and then re-read. As an advisor to leading professional service firms, I have already started giving the book to clients.

Regretfully, I expect that some who need this book most will never buy it as they see themselves as already fully trustworthy. Respectfully, I would suggest that few among us would not benefit from a tune-up in this area. Including the many whom start off conversations, as I did this review, with the commonly used phrase "trust me."

As a voracious reader of business and self-help books (and a reviewer here on Amazon of the best of that which I read), I consider this one of the most important books, in those two categories, in the last ten years. It really is that good! And that important!!
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Format: Hardcover
Another valuable book by Gitomer. Yes, he covers established material but does so in fresh, conversational , and fun ways. His big themes: trust yourself before others can trust you; eradicate "we" in working with clients because it is not about you, it is about them ; don't offer solutions (which tells your client that you are looking down on them) but rather "answers" which are about a partnership and are relationship driven. Good section on becoming a trusted adviser a la Maister. Think long term. See the broader context of where the client's business is going(I tell new lawyers to read the NYT and the Journal). The section on ethics(he calls it "the truth about the truth" ) is very good and he calls us out when we use phrases like ""for their own good" or 'didn't want to hurt them" , which tell us that we are lying. Come to think of it, a 'Little Gold Book of Ethics" would be welcome as his next project.
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Format: Hardcover Verified Purchase
Some buy books because of the subject matter, some because of a unique title and then there are those, like me, who buy a book because of a trust in the author to continue to produce the quality that had become standard and expected with that author's work. Jeffrey Gitomer's Little Teal Book of Trust is such a book. I have developed a desire to read all of Gitomer's writings not so much because I seek to learn something that I did not previously know, although that always happens, but more importantly to reinforce what in many cases I had forgotten but need to know. As I read Gitomer's books, I often find myself saying, "I knew that," past tense and immediately make a note to incorporate that long loss forgotten principle into my business. This book is another Gitomer Gem that anyone in any walk of life can learn from or reinforce what they may already think they know. When it is all said and done, I can honestly say I am a better person having read Jeffery Gitomer's books and I know my business relationships and skills are light years ahead of where they once were. I highly recommend the Little Teal Book of TRUST. Like Gitomer's other books, they are very easy to read, have color throughout, list items to consider and then sums it all up for you. They are books you will re-read as I have, many times and each time you learn something you previously missed.
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Format: Hardcover Verified Purchase
Over the years I've watched the deteriation of the relationship between the business community and the technology community. I've noticed that the base of the communication barrier between the groups is the biggest obstacle to building quality software. The key to the obsticle is the lack of trust. Business not trusting IT to deliver. IT not trusting business to tell them everything they need to hear.

Jeffrey Gitomer takes a sledge hammar and breaks the barriers of trust by explaining it in so many ways it is impossible to ignore. This book is in line to every other book that he has written. Blunt and to the point. He holds up a mirror for you to see where you are today and provides an easy to understand roadmap to get you to higher ground.

Every technologist should buy and read this book (along with the YES!Attitude book). Read the two books...TWICE. It will change your career for the better. It will open channels so you build better software. The key to your success is building better individual relationships. These two books are the primer.
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