(Log in to vote)
Trust-based Selling : Using Customer Focus And Collaboration To Build Long-term Relationships (2006)

Call Number 658.85/GREEN,C

(0 holds on 1 copy)
LocationCall NumberItem Status
Adult Nonfiction658.85/GREEN,CAvailable
Published: New York : McGraw-Hill, c2006
Description:  xv, 265 p. : ill. ; 24 cm
ISBN/ISSN: 0071461949 (alk. paper), 9780071461948 (alk. paper),
Language:  English

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: don't 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

Related Searches:
Customer relations
Added--20070313 anf

Additional Credits:

Login to write a review of your own.

Login to add this item to your list.

Lists can be used to compile collections of items that you may be interested in checking out at a later date. You may also create public lists and share your favorites with other AHML customers.
No tags, currently.

Login to add tags.

To create a multiple word tag such as Science Fiction, enclose both words in quotes, like: "Science Fiction"

Critic Reviews

If your status is Confirmed Registration, your spot for the event is confirmed.

If registration for this event is full, you will be placed on a waiting list. Wait listed registrants are moved to the confirmed registration list (in the order of registration) when cancelations are received. You will receive an email notification if you are moved from the wait list to the confirmed registration list.