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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. ;24 cm.
Notes:	Includes index.
Subject:	Selling.
ISBN:	0071461949 (alk. paper) :

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 /Charles H. Green. - New York :McGraw-Hill,c2006. - xv, 265 p. :ill. ;24 cm.

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.

ISBN: 0071461949 (alk. paper) :NT$833

LCCN: 2005031036Subjects--Topical Terms:

231179
Selling.

LC Class. No.: HF5438.25 / .G795 2006

Dewey Class. No.: 658.85

Trust-based selling :using customer focus and collaboration to build long-term relationships /
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245 1 0 $a Trust-based selling : $b using customer focus and collaboration to build long-term relationships / $c Charles H. Green.
260 $a New York : $c c2006. $b McGraw-Hill,
300 $a xv, 265 p. : $b ill. ; $c 24 cm.
500 $a Includes index.
505 0 $a 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.
650 $a Selling. $3 231179
650 $a Customer relations. $3 202164