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Trust-based Selling : Using Customer Focus And Collaboration To Build Long-term Relationships (2006)
(Book)

Call Number 658.85/GREEN,C

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LocationCall NumberItem Status
Nonfiction 600s658.85/GREEN,CDue 05-14-14
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

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