TY  - BOOK
AU  - Green,Charles H.
TI  - Trust-based selling: using customer focus and collaboration to build long-term relationships 
SN  - 0071461949 (alk. paper)
AV  - HF5438.25 .G732 2006
PY  - 2006///
CY  - New York
PB  - McGraw-Hill
KW  - Selling
KW  - Customer relations
N1  - Includes index; Understanding buying and selling -- How buyers buy -- Trust-based selling -- The business case for trust -- A primer on trust -- How its done: trust-based selling in action -- Trust is not a business process -- Live the principles -- Sell by doing, not by telling -- Avoid mistakes in the trust creation process -- Check your ego at the door -- The relationship is not the sum of the transactions -- The new ABCs: dont always be closing -- Build trust into your negotiations -- Be a radical truth-teller -- Make listening a gift, not a skill -- Work the same side of the table -- Pick the right customers -- Answering the six toughest sales questions -- Walking the walk-small things add up -- Barriers and challenges -- The high cost of winning -- Attitude and other obstacles to trust in selling -- Teach product people sales, or salespeople product? -- Differentiation by selling, not branding -- Talking straight about price -- Dealing with rfps and purchasing agents -- Killing trust with measurements and rewards
ER  -