ENGLISH

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

By Charles H. Green

Book information

Publisher
McGraw-Hill
Year
2005
ISBN
0071461949, 9780071461948, 9780071502160
DOI
10.1036/0071461949
LCC
HF5438.25 .G732 2005
Open Library ID
OL3414869M
Language
english
Format
PDF
Filesize
2 MB (1672076 bytes)
Edition
1
Pages
287\287
Time added
2011-08-31 04:54:40

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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