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Trust-based Selling : Using Customer Focus And Collaboration To Build Long-term Relationships (2006, original release: 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, [2006] ©2006
Description:  xv, 265 pages : illustrations ; 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

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