Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships
by Charles H. Green 2020-11-23 17:41:34
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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 m... Read more

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. Less

  • File size
  • Publisher
  • Publication date
  • Language
  • ISBN
  • 9.1 X 6.4 X 0.9 in
  • McGraw-Hill Education
  • December 8, 2005
  • English
  • 9780071461948
Charles H. Green is an executive educator and business strategy consultant to the professional services industry. Charlie has taught in executive education programs for the Kellogg Graduate School of ...
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