Trust-Based Selling Using Customer Focus and Collaboration to Build Long-Term Relationships

Name: Trust-Based Selling Using Customer Focus and Collaboration to Build Long-Term Relationships
Price: 4.08 USD
Availability: InStock
ISBN: 9780071461948

ISBN-10: 0071461949

ISBN-13: 9780071461948

Edition: 2006

Authors: Charles H. Green

List price: $34.00

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Description:

From the coauthor of the bestselling The Trusted Advisor (Free Press, 2000), which has sold more than 80,000 copies The Trusted Advisor is one of the most influential books on relationship building in business Green reaches more than 15,000 annually through his sales courses Clients of Trusted Advisor Associates include Johnson & Johnson, American Express, Intel, Price-Waterhousecoopers, Kimberly-Clark, HP, Royal Bank of Canada, Oracle, Deutsche Bank, Goodwin/Procter, and IBM, among others Green is regularly published in major business publications, including Harvard Business Review, and teaches at Kellogg Graduate School of Business and Columbia Business School

Book details

List price: $34.00
Copyright year: 2006
Publisher: McGraw-Hill Companies, The
Publication date: 11/17/2005
Binding: Hardcover
Pages: 288
Size: 6.25" wide x 9.00" long x 1.25" tall
Weight: 1.254
Language: English



Acknowledgments


Introduction



Understanding Buying and Selling



How Buyers Buy



Trust-Based Selling



The Business Case for Trust



A Primer on Trust



How it's 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: Don't 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 Teach Salespeople Product?



Differentiation by Selling, Not Branding



Talking Straight About Price



Dealing with RFPs and Purchasing Agents



Killing Trust with Measurements and Rewards


Postscript



A Compilation of Lists


Index