An edition of Trust-based selling
(2005)
Trust-based selling
using customer focus and collaboration to build long-term relationships
by Charles H. Green
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Previews available in: English
Subjects
Customer relations, Selling, Selling., Customer relations., SalesShowing 2 featured editions. View all 2 editions?
| Edition | Availability |
|---|---|
1
Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships
2006, McGraw-Hill Professional Publishing
in English
0071502165 9780071502160
|
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Libraries near you:
WorldCat
|
2
Trust-based selling: using customer focus and collaboration to build long-term relationships
2005, McGraw-Hill
in English
0071461949 9780071461948
|
aaaa
Libraries near you:
WorldCat
|
Book Details
Table of Contents
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 right values
Sell by doing, not by telling
Follow 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 sales people 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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| August 1, 2020 | Edited by ImportBot | import existing book |
| June 30, 2019 | Edited by MARC Bot | import existing book |
| January 13, 2019 | Edited by MARC Bot | import existing book |
| December 5, 2010 | Edited by Open Library Bot | Added subjects from MARC records. |
| December 10, 2009 | Created by WorkBot | add works page |