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

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Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller 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. Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller 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 is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.


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Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller 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. Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller 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 is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.

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

  1. 4 out of 5

    Ash Moran

    Starts with the principle that trust is essential for the sale of complex services, and builds up a framework to make sure the sales process acts in the interests of the client. Goes beyond what people usually think of as "sales", so I recommend this to anybody whose day job is customer-facing. I read Spin-Selling at the same time, which was a useful contrast. Starts with the principle that trust is essential for the sale of complex services, and builds up a framework to make sure the sales process acts in the interests of the client. Goes beyond what people usually think of as "sales", so I recommend this to anybody whose day job is customer-facing. I read Spin-Selling at the same time, which was a useful contrast.

  2. 5 out of 5

    Semi-Academic Eric

    On the back cover: "Charles Green will tell you he's not a sales person. So how has he written a book brimming with such practical selling wisdom? The answer lies in his long history as advisor to some of the best consulting firms in the world. He has distilled this experience and applied it to sales. I learned a lot from this book." – Neil Rackham, author of SPIN Selling In this follow-up to his bestseller The Trusted Advisor, Charles Green describes a way of selling that values the relationship On the back cover: "Charles Green will tell you he's not a sales person. So how has he written a book brimming with such practical selling wisdom? The answer lies in his long history as advisor to some of the best consulting firms in the world. He has distilled this experience and applied it to sales. I learned a lot from this book." – Neil Rackham, author of SPIN Selling 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"

  3. 4 out of 5

    Sympawtico

    I'm shocked that people need to be told to be ethical in business. This book should be superfluous -- but perhaps it is not. I'm shocked that people need to be told to be ethical in business. This book should be superfluous -- but perhaps it is not.

  4. 5 out of 5

    Charles H.

  5. 4 out of 5

    Ian Hughes

  6. 4 out of 5

    Jim

  7. 4 out of 5

    Rachel

  8. 4 out of 5

    Christian

  9. 4 out of 5

    Michael Sallada

  10. 5 out of 5

    Jacob Morgan

  11. 5 out of 5

    Jeremy Wetherell

  12. 4 out of 5

    Sean Patrick

  13. 4 out of 5

    Malena Yablinsky

  14. 5 out of 5

    Anna Maria

  15. 5 out of 5

    Susan Robertson

  16. 4 out of 5

    Janet

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    John

  18. 5 out of 5

    Nick

  19. 5 out of 5

    Jarrid Rowe

  20. 4 out of 5

    Paul Yandell

  21. 5 out of 5

    Tom Mccrary

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    Josh

  23. 4 out of 5

    Dale Daugherty

  24. 5 out of 5

    Mary Davis

  25. 5 out of 5

    Steve Hollis

  26. 5 out of 5

    Manik Koul

  27. 5 out of 5

    Vontoba Terry

  28. 5 out of 5

    Doug Theis

  29. 5 out of 5

    Wilhelm van der Merwe

  30. 5 out of 5

    Kevin

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