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Trust-based selling = using customer...
~
Green, Charles H.
Trust-based selling = using customer focus and collaboration to build long-term relationships /
Record Type:
Language materials, printed : Monograph/item
Title/Author:
Trust-based selling/ Charles H. Green.
Reminder of title:
using customer focus and collaboration to build long-term relationships /
Author:
Green, Charles H.
Published:
New York :McGraw-Hill, : c2006.,
Description:
xv, 265 p. :ill. :
Notes:
Includes index.
Subject:
Customer relations. -
Online resource:
Click to View
Trust-based selling = using customer focus and collaboration to build long-term relationships /
Green, Charles H.
Trust-based selling
using customer focus and collaboration to build long-term relationships /[electronic resource] :Charles H. Green. - New York :McGraw-Hill,c2006. - xv, 265 p. :ill.
Includes index.
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 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: 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 salespeople product? -- Differentiation by selling, not branding -- Talking straight about price -- Dealing with rfps and purchasing agents -- Killing trust with measurements and rewards.
Electronic reproduction. Ann Arbor, MI : ProQuest, 2016. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries.
Subjects--Topical Terms:
560399
Customer relations.
Index Terms--Genre/Form:
554714
Electronic books.
LC Class. No.: HF5438.25 / .G732 2006
Dewey Class. No.: 658.85
Trust-based selling = using customer focus and collaboration to build long-term relationships /
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using customer focus and collaboration to build long-term relationships /
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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 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: 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 salespeople 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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