Trust-based selling
Subtitle: using customer focus and collaboration to build long-term relationships
By: by Charles H. Green.
Publisher: McGraw-Hill
Published: 2005
Place of publication: New York
Language: eng
Number of pages: 265
Subjects: Selling.; Customer relations.
Table of contents: title: Understanding buying and selling; title: How buyers buy; title: Trust-based selling; title: The business case for trust; title: A primer on trust; title: How its done: trust-based selling in action; title: Trust is not a business process; title: Live the right values; title: Sell by doing, not by telling; title: Follow the trust creation process; title: Check your ego at the door; title: The relationship is not the sum of the transactions; title: The new ABCs: dont always be closing; title: Build trust into your negotiations; title: Be a radical truth-teller; title: Make listening a gift, not a skill; title: Work the same side of the table; title: Pick the right customers; title: Answering the six toughest sales questions; title: Walking the walk-small things add up; title: Barriers and challenges; title: The high cost of winning; title: Attitude and other obstacles to trust in selling; title: Teach product people sales, or sales people product?; title: Differentiation by selling, not branding; title: Talking straight about price; title: Dealing with rfps and purchasing agents; title: Killing trust with measurements and rewards.