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Rarely are the words "sales" and "trust" used in the same sentence. 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. Is it ever possible for buyer and seller to trust each other?
The answer, says bestselling business author Charles Green, is yes. In his previous bestseller The Trusted Advisor, Green and his co-authors explain how to increase dramatically the levels of trust in client relationships. 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. Green shows how the sales process is a powerful opportunity to create trust. No matter what your business--law, advertising, software, banking, telecom--behaving in a trustworthy manner during the sales process creates customer trust, while at the same time enhancing the odds of getting the sale.
You'll begin by examining customer buying habits, the often-overlooked impact of trust-building on the selling process, and the tremendous profit impact of selling from trust. Green outlines the principles of Trust-based Selling®, showing how to create trust from first introductions to proposals to negotiations to closings--even while responding to the Six Toughest Sales Questions. He shows how to apply the Four Trust Principles and the Trust Creation Process to any traditional sales process model for dramatic results:
Complete with real-life examples from a variety of businesses, Trust-Based Selling is the authoritative guide selling in a world that is interconnected and dependent on trust relationships.
and earn their business for life!
What buyers really want--even when they don't say so--is a seller they can trust. In this follow-up to his bestseller The Trusted Advisor, Charles Green points the way to a culture that values the relationship over the transaction, builds trust in the sales process, and focuses on doing the right thing for the customer. Trust-Based Selling shows how applying trust principles to customer selection, negotiations, proposing, presenting, pricing and closing leads not only to better business results for customers, but also to greater customer trust and far greater sales effectiveness and profitability. Green explains how to:
"If you want to earn the trust of your customers, I suggest you read this book."--Jeffrey Gitomer, bestselling author of The Sales Bible and The Little Red Book of Selling
"At last, a sales book based on how sophisticated, intelligent people actually buy. An important contribution that challenges the effectiveness of much of current sales practice, and shows how to do it better."--David Maister, author of First Among Equals and Managing the Professional Services Firm
"Green has written a rarity--a practical book which talks about the critical role of trust in selling, and how to be honest and successful at the same time."--Ken Roller, Director, Strategic Relations, Intel Corporation
Charles H. Green is president of Trusted Advisor Associates, specializing in helping Fortune 500 business improve their trust-based relationships and business development skills.
One of the best books on authentic selling, based on building trust. Check out Chapter 8 (Trust Equation) and the various methodologies that Charles Green uses. Read morePublished 10 months ago by Jasper Welch
At the heart of all those negative stereotypes about sellers is a fundamental lack of trust. Buyers simply don't trust sellers. Read morePublished 13 months ago by Deb Calvert
very compelling and detailed treatment of a different way of selling. focus on the customer's true needs - personal and professional - and work with, not against, customers for... Read morePublished 19 months ago by M. J. Coury
I have really learned a lot from this book and u have read many sales books. Recommend it very highly!!Published on May 19, 2013 by ROSE FOREY
This is one of those business books that addresses the obvious and contains a few useful spins on ideas. Few business books do more. Read morePublished on October 15, 2012 by bloomsday
Charles H. Green co-authored "The Trusted Advisor", one of the overall best consulting books ever written. Read morePublished on January 6, 2011 by Shaun Heneghan
Many sales experts advocate developing relationships with your clients rather than focusing on single transactions. Charles H. Read morePublished on March 8, 2007 by Rolf Dobelli
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. Read morePublished on December 2, 2006 by David Laws