Trust-based selling : using customer focus and collaboration to build long-term relationships

＜Books＞
Trust-based selling : using customer focus and collaboration to build long-term relationships / by Charles H. Green

Language	English
Size	xv, 265 p. ; 24 cm
Contents	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 right values Sell by doing, not by telling Follow 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 sales people product? Differentiation by selling, not branding Talking straight about price Dealing with rfps and purchasing agents Killing trust with measurements and rewards
Authors	*Green, Charles H., 1950-
Subjects	LCSH:Selling LCSH:Customer relations
Classification	LCC:HF5438.25 DC22:658.85
Vol	ISBN:9780071461948 ; XISBN:0071461949

Location	Volume	Call No.	Barcode No.	Status	Comments	ISBN	Printed	Print	Reserve	Restriction	Copy	eDDS
Cent.Lib.,Closed Stacks ,Books(European Lang.)		658.85/G82	1780178023			9780071461948	2006	Print					Print