Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships
- 3h 56m 30s
- Charles H. Green
- Recorded Books, Inc.
- 2007
Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it.
In this Audiobook
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Chapter 1: How Buyers Buy
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Chapter 2: Trust-Based Selling
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Chapter 3: The Business Case for Trust
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Chapter 4: A Primer On Trust
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Chapter 5: Trust Is Not a Business Process
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Chapter 6: Live The Principles
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Chapter 7: Sell By Doing, Not By Telling
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Chapter 8: Avoid Mistakes In The Trust Creation Process
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Chapter 9: Check Your Ego At The Door
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Chapter 10: The Relationship Is Not The Sum Of The Transactions
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Chapter 11: The New ABCs: Don't Always Be Closing
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Chapter 12: Build Trust Into Your Negotiations
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Chapter 13: Be A Radical Truth-Teller
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Chapter 14: Pick The Right Customers
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Chapter 15: Answering The Six Toughest Sales Questions
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Chapter 16: The High Cost Of Winning
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Chapter 17: Attitude and Other Obstacles To Trust In Selling
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Chapter 18: Teach Product People Sales Or Teach Salespeople Product?
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Chapter 19: Differentiation By Selling, Not Branding
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Chapter 20: Talking Straight About Price
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Chapter 21: Dealing With RFPs and Purchasing Agents
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Chapter 22: Killing Trust With Measurements and Rewards
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