Trust-Based Selling
Using Customer Focus and Collaboration to Build Long-Term Relationships
McGraw-Hill, 2005
Category:
Sales & Marketing
Get the summary
Subscribe today and dramatically increase your business knowledge in your own time and at an affordable rate. Our summaries will update your skills, jump-start your career and put you ahead of the pack. Learn how to thrive in every aspect of your professional life.
getAbstract rating
| Overall |
|
(7)Applicability |
|
Innovation |
|
Style |
|
(8)
(6)| Level of Expertise |
|
(4)In this summary you will learn
- Why you should value the relationship with your client more than a single sale
- How to focus on serving your client, whatever it takes
- How to apply the four basic principles of "Trust-Based Selling"
- How to create trust in five steps
Why you should read Trust-Based Selling
Many sales experts advocate developing relationships with your clients rather than focusing on single transactions. Charles H. Green encourages you to earn and cherish the trust of your customers; that means putting their needs ahead of yours. He promises that trust-based relationships will generate more income for you in the long run, but only if you are genuinely sincere. You cannot feign trustworthy behavior as a sales tactic; it must come from your heart. Green tells you how to earn real trust, using his four-step sales process and five-step trust-building procedure. He offers a plethora of examples, practical suggestions and useful lists, repeating some strategies for emphasis. getAbstract encourages career salespeople to use this book.
About the author
Charles H. Green, consultant, author, and lecturer at Kellogg and Columbia University graduate schools, co-wrote The Trusted Advisory and has written articles about trust-based selling for The Harvard Business Review and other business publications.
If you wish to purchase 20 or more copies of this title (not the summary, but the actual book), please contact us at info@getAbstract.com. Make sure you include the title of the book and your phone number.
getAbstract makes it easy for you to access the summary of Trust-Based Selling any time or any place. Once registered, you can choose from a variety of download formats: PDF for your computer, BlackBerry, iPhone, Kindle, PDA or other handheld devices. You can even obtain the audio version of many of our summaries.
Subscribe today to gain access to this summary as well as many other compelling titles!