Trust-based selling :
by Green, Charles H.
Published by : McGraw-Hill, (New York :) Physical details: xv, 265 p. : ill. ; 24 cm. ISBN:0071461949 (alk. paper). Year: 2006| Item type | Current location | Collection | Call number | Status | Date due | Barcode |
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Book (Long Loan)
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GU Main Campus General Stacks | Reference | HF5438.25 .G732 2006 (Browse shelf) | Available | 18008597 |
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.
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