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Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships
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Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships by Charles H. Green
MG-H | 2005 | ISBN: 0071502165, 0071461949, 9780071502160, 9780071461948, | 287 pages | PDF | 2 MB
MG-H | 2005 | ISBN: 0071502165, 0071461949, 9780071502160, 9780071461948, | 287 pages | PDF | 2 MB
This book 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.
Contents
Acknowledgments
Introduction
PART I UNDERSTANDING BUYING AND SELLING
CHAPTER 1 How Buyers Buy
CHAPTER 2 Trust-based Selling
CHAPTER 3 The Business Case for Trust
CHAPTER 4 A Primer on Trust
PART II HOW IT’S DONE: TRUST-BASED SELLING IN ACTION
CHAPTER 5 Trust Is Not a Business Process
CHAPTER 6 Live the Principles
CHAPTER 7 Sell by Doing, Not by Telling
CHAPTER 8 avoid mistakes in the Trust Creation Process
CHAPTER 9 Check Your Ego at the Door
CHAPTER 10 The Relationship Is Not the Sum of the Transactions
CHAPTER11 The New ABCS: Don’t Always Be Closing
CHAPTER 12 Build Trust into Your Negotiations
CHAPTER 13 Be a Radical Truth-Teller
CHAPTER 14 Make Listening a Gift, Not a Skill
CHAPTER 15 Work the Same Side of the Table
CHAPTER 16 Pick the Right Customers
CHAPTER 17 Answering the Six Toughest Sales Questions
CHAPTER 18 Walking the Walk—Small Things Add Up
PART III BARRIERS AND CHALLENGES 181
CHAPTER 19 The High Cost of Winning 183
CHAPTER 20 Attitude and Other Obstacles to Trust in Selling
CHAPTER 21 Teach Product People Sales or Teach Salespeople Product?
CHAPTER 22 Differentiation by Selling, Not Branding
CHAPTER 23 Talking Straight about Price
CHAPTER 24 Dealing with RFPS and Purchasing Agents
CHAPTER 25 Killing Trust with Measurements and Rewards
Postscript
Appendix: A Compilation of Lists
Index
.
Acknowledgments
Introduction
PART I UNDERSTANDING BUYING AND SELLING
CHAPTER 1 How Buyers Buy
CHAPTER 2 Trust-based Selling
CHAPTER 3 The Business Case for Trust
CHAPTER 4 A Primer on Trust
PART II HOW IT’S DONE: TRUST-BASED SELLING IN ACTION
CHAPTER 5 Trust Is Not a Business Process
CHAPTER 6 Live the Principles
CHAPTER 7 Sell by Doing, Not by Telling
CHAPTER 8 avoid mistakes in the Trust Creation Process
CHAPTER 9 Check Your Ego at the Door
CHAPTER 10 The Relationship Is Not the Sum of the Transactions
CHAPTER11 The New ABCS: Don’t Always Be Closing
CHAPTER 12 Build Trust into Your Negotiations
CHAPTER 13 Be a Radical Truth-Teller
CHAPTER 14 Make Listening a Gift, Not a Skill
CHAPTER 15 Work the Same Side of the Table
CHAPTER 16 Pick the Right Customers
CHAPTER 17 Answering the Six Toughest Sales Questions
CHAPTER 18 Walking the Walk—Small Things Add Up
PART III BARRIERS AND CHALLENGES 181
CHAPTER 19 The High Cost of Winning 183
CHAPTER 20 Attitude and Other Obstacles to Trust in Selling
CHAPTER 21 Teach Product People Sales or Teach Salespeople Product?
CHAPTER 22 Differentiation by Selling, Not Branding
CHAPTER 23 Talking Straight about Price
CHAPTER 24 Dealing with RFPS and Purchasing Agents
CHAPTER 25 Killing Trust with Measurements and Rewards
Postscript
Appendix: A Compilation of Lists
Index
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