Trust-Based Selling
Using Customer Focus and Collaboration to Build Long-Term Relationships
1st Edition
Published on 16. January 2006
287 pages
978-0-07-150216-0 (ISBN)
Description
Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer's trust.Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.
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Charles Green
Trust-Based Selling
Using Customer Focus and Collaboration to Build Long-Term Relationships
Book
12/2005
McGraw-Hill Professional
€44.63
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Content
- Intro
- Contents
- Acknowledgments
- Introduction
- Part I: Understanding Buying and Selling
- Chapter 1 How Buyers Buy
- Chapter 2 Trust-Based Selling
- Chapter 3 The Business Case for Trust
- Chapter 4 A Primer on Trust
- Part II: How it's Done: Trust-Based Selling in Action
- Chapter 5 Trust is not a Business Process
- Chapter 6 Live the Principles
- Chapter 7 Sell by Doing, not by Telling
- Chapter 8 Avoid Mistakes in the Trust Creation Process
- Chapter 9 Check your Ego at the Door
- Chapter 10 The Relationship is not the Sum of the Transactions
- Chapter 11 The New ABCs: Don't Always be Closing
- Chapter 12 Build Trust into your Negotiations
- Chapter 13 Be a Radical Truth-Teller
- Chapter 14 Make Listening a Gift, not a Skill
- Chapter 15 Work the Same Side of the Table
- Chapter 16 Pick the Right Customers
- Chapter 17 Answering the Six Toughest Sales Questions
- Chapter 18 Walking the Walk-Small Things Add Up
- Part III: Barriers and Challenges
- Chapter 19 The High Cost of Winning
- Chapter 20 Attitude and Other Obstacles to Trust in Selling
- Chapter 21 Teach Product People Sales or Teach Salespeople Product?
- Chapter 22 Differentiation by Selling, not Branding
- Chapter 23 Talking Straight about Price
- Chapter 24 Dealing with RFPs and Purchasing Agents
- Chapter 25 Killing Trust with Measurements and Rewards
- Postscript
- Appendix: A Compilation of Lists
- Index
- A
- B
- C
- D
- E
- F
- G
- H
- I
- J
- K
- L
- M
- N
- O
- P
- Q
- R
- S
- T
- U
- V
- W
- Y
- Z
