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" Trust-based selling : "
Charles H. Green
| Document Type
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BL
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| Record Number
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713386
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| Doc. No
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b535575
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| Main Entry
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Green, Charles H
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| Title & Author
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Trust-based selling : : using customer focus and collaboration to build long-term relationships /\ Charles H. Green
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| Publication Statement
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New York :: McGraw-Hill,, c2006
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| Page. NO
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xv, 265 p. :: ill. ;; 24 cm
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| ISBN
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0071461949 (alk. paper)
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| Notes
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Includes index
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| Contents
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Understanding buying and selling -- How buyers buy -- Trust-based selling -- The business case for trust -- A primer on trust -- How its done: trust-based selling in action -- Trust is not a business process -- Live the principles -- Sell by doing, not by telling -- Avoid mistakes in the trust creation process -- Check your ego at the door -- The relationship is not the sum of the transactions -- The new ABCs: dont always be closing -- Build trust into your negotiations -- Be a radical truth-teller -- Make listening a gift, not a skill -- Work the same side of the table -- Pick the right customers -- Answering the six toughest sales questions -- Walking the walk-small things add up -- Barriers and challenges -- The high cost of winning -- Attitude and other obstacles to trust in selling -- Teach product people sales, or salespeople product? -- Differentiation by selling, not branding -- Talking straight about price -- Dealing with rfps and purchasing agents -- Killing trust with measurements and rewards
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| Subject
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Customer relations
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| Subject
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Selling
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| Dewey Classification
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658.85
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| LC Classification
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HF5438.25.G732 2006
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