Trust-based selling : using customer focus and collaboration to build long-term relationships
Charles H. Green
| Year of publication: |
2006
|
|---|---|
| Authors: | Green, Charles H. |
| Publisher: |
New York, NY [u.a.] : McGraw-Hill |
| Description of contents: | Table of Contents [digitool.hbz-nrw.de] ; Description [loc.gov] ; Description [loc.gov] ; Description [loc.gov] ; Description [gbv.de] |
| Extent: | XV, 265 S. Ill 24 cm |
|---|---|
| Type of publication: | Book / Working Paper |
| Language: | English |
| Notes: | 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 mea |
| ISBN: | 0-07-146194-9 |
| Source: |
Persistent link: https://www.econbiz.de/10004934785