Trust-Based Selling

Using Customer Focus and Collaboration to Build Long-Term Relationships

Charles H. Green - Collection Sales

266 pages, parution le 01/11/2005

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Résumé

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"

L'auteur - Charles H. Green

Charles H. Green is president of Trusted Advisor Associates, specializing in helping Fortune 500 business improve their trust-based relationships and business development skills.

Sommaire

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

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Mc Graw Hill
Auteur(s)	Charles H. Green
Collection	Sales
Parution	01/11/2005
Nb. de pages	266
Format	15,5 x 24
Couverture	Relié
Poids	581g
Intérieur	Noir et Blanc
EAN13	9780071461948
ISBN13	978-0-07-146194-8