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

ISBN-10: 0071461949

ISBN-13: 9780071461948

Edition: 2006

Authors: Charles H. Green

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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
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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
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