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Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships | [Charles H. Green]

Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships

Learn from Charles Green, co-author of the best seller The Trusted Advisor how to deserve and, therefore, earn a buyer’s trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it.
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Publisher's Summary

Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the best seller The Trusted Advisor how to deserve and, therefore, earn a buyer’s trust.

Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling, a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.

©2006 McGraw-Hill (P)2006 McGraw-Hill Education

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    Bob Watson Sapulpa, OK 02-04-14
    Bob Watson Sapulpa, OK 02-04-14 Member Since 2012
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    "DRY!"

    The content is actually very good, but this is by far the driest sales book I have ever read or listened to. It did reaffirm what I already knew about the sales process, but it put me to sleep in the process.

    0 of 0 people found this review helpful
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