Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships
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 exam...
By Charles H. Green
Hardcover: 288 pages
Publisher: McGraw-Hill Education; 1 edition (December 8, 2005)
Product Dimensions: 6.4 x 0.9 x 9.1 inches
Format: PDF ePub TXT ebook
At the heart of all those negative stereotypes about sellers is a fundamental lack of trust. Buyers simply don't trust sellers. At least not until an individual seller breaks through the stereotype and demonstrates trustworthiness.When that happens, long-term relationships are formed and genuine col...
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