Build customer relationships based on trust and earn their business for life!

In this follow-up to his bestseller The Trusted Advisor, Charles Green describes a way of selling that values the relationship over the transaction, builds trust in the sales process, and focuses on doing the right thing for the customer. Trust-Based Selling explains how to:

• Adopt the four fundamental principles of Trust-based Selling
• Move from being seller-focused to client-focused
• Collaborate rather than compete with your customer
• Care about customers for their sakes-thereby increasing your sales and customer retention rates
• Develop the perspective that "the relationship is the customer"

• Acknowledgments
• Introduction
• Understanding Buying and Selling
• How It's Done: Trust-Based Selling in Action
• Barriers and Challenges
• Postscript
• Appendix: A Compilation of Lists
• Index