Trust-based Selling: Using Customer Focus and Collaboration to Build Long-term Relationships (BOK)

Charles W Green

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Sales based on trust are uniquely powerful. 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. 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. 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. "Trust-Based Selling" is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.


Språk Engelsk Engelsk Innbinding Innbundet
Utgitt 2006 Forfatter Charles W Green
MCGRAW-HILL Professional
ISBN 9780071461948
Antall sider 288 Dimensjoner 16,2cm x 23,1cm x 2,2cm
Vekt 553 gram Emner og form Customer services