عنوان

Trust-based selling :

0071461949 (alk. paper)

b535575

Trust-based selling :

[Book]

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

0

Customer relations

Selling

Green, Charles H

20051220000000.0

[Book]

Y