Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships
| Author | : | |
| Rating | : | 4.75 (782 Votes) |
| Asin | : | 0071461949 |
| Format Type | : | paperback |
| Number of Pages | : | 288 Pages |
| Publish Date | : | 2018-01-21 |
| Language | : | English |
DESCRIPTION:
In his new book Trust-Based Selling, Green zeros in on the single most criitical application of trust to customers--selling--when buyers decide whether or not to become a customer. Why? Buyers are often skeptical, fearing that sellers have only their own interests at heart, Most sellers honestly want to do right by their customers--yet still want and need to get the sale. In his previous bestseller The Trusted Advisor, Green and his co-authors explain how to increase dramatically the levels of trust in
Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. 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. 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. Sales based on trust are uniquely powerful. However, salespeople are often mistrusted. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.
Nothing happens without a sale and no sale will happen without trust . Dave Kinnear For years, I have believed that there was "something missing" in the sales programs to which I had been exposed. Despite all the words to the contrary, the many programs seemed manipulative with the focus on "getting the order." The many different incentive programs I've seen employed simply drove that point home. It was always in my sales team's best interest to "take the order off the buyer's desk.". David Laws said You can't build trust if it's all about you. If you are working with an organisation that wants to 'become more customer focused' - and let's face it, who doesn't these days - you'll want to read this book. So many organisations, as they begin exploring what 'customer centricity' is all about, will soon realise that effective, long term relationships (and ultimately business success) are built on trust. But I suspect many companies set out to bu. Conversation Tools, not sales tricks John D. Hubbard Imagine, a sales book that suggests asking elevator questions versus making an elevator speech. Ponder a book that highlights principles versus process. Consider a book that recommends selling by doing not telling. This does even scratch the surface of what Charles Green discusses in this soon-to-be classic, Trust-Based Selling.As a performance consulting firm we are tenacious to read anything that wi