Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships
Written by Charles H. Green
Narrated by Kirby Heyborne
2/5
()
About this audiobook
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.
Charles H. Green
Charles H. Green is an executive educator and business strategy consultant to the professional services industry. Charlie has taught in executive education programs for the Kellogg Graduate School of Management at Northwestern University, and for Columbia University Graduate School of Business, as well as independently through his firm, Trusted Advisor Associates. His current work centers on the nature of trust-based relationships within organizations, and on the management of professional service firms. Green is a graduate of Columbia and Harvard Business School. He spent the first twenty years of his career with The MAC Group and its successor, Gemini Consulting, where his roles included strategy consulting (in Europe and the United States), VP Strategic Planning, and a variety of other firm leadership roles. He is the author of numerous papers, with articles published in the Harvard Business Review and Management Horizons. He is president of Trusted Advisor Associates, which he founded with Rob Galford. He resides in Morristown, New Jersey.
More audiobooks from Charles H. Green
The Trusted Advisor: 20th Anniversary Edition Rating: 4 out of 5 stars4/5The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust Rating: 4 out of 5 stars4/5
Related to Trust-Based Selling
Related audiobooks
No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dust Rating: 4 out of 5 stars4/5Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance Rating: 0 out of 5 stars0 ratingsSales Mastery: The Sales Book Your Competition Doesn't Want You to Read Rating: 4 out of 5 stars4/5The 60 Second Sale: The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye Rating: 5 out of 5 stars5/5What the Customer Wants You to Know: How Everybody Needs to Think Differently about Sales Rating: 3 out of 5 stars3/5The Lost Art of Closing: Winning the Ten Commitments That Drive Sales Rating: 4 out of 5 stars4/5The Sales MBA: How to Influence Corporate Buyers Rating: 0 out of 5 stars0 ratingsThe Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results Rating: 4 out of 5 stars4/5Sales is my Passion Rating: 1 out of 5 stars1/5Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit Rating: 5 out of 5 stars5/5Asking Questions The Sandler Way: Or: Good Question-Why Do you Ask? Rating: 4 out of 5 stars4/5Let's Close a Deal: Turn Contacts into Paying Customers for Your Company, Product, Service or Cause Rating: 3 out of 5 stars3/5Snap Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers Rating: 4 out of 5 stars4/5Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation Rating: 5 out of 5 stars5/5How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients Rating: 4 out of 5 stars4/5The Art of Closing the Sale Rating: 4 out of 5 stars4/5Why People Buy: The Real Reason Features and Benefits Selling DOESN'T WORK Rating: 5 out of 5 stars5/5Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers Rating: 4 out of 5 stars4/5Call Center Success The Sandler Way Rating: 5 out of 5 stars5/5Summary of Keenan's Gap Selling Rating: 0 out of 5 stars0 ratingsDitch The Pitch: The Art of Improvised Persuasion Rating: 4 out of 5 stars4/5Pick Up The Phone and Sell: How Proactive Calls to Customers and Prospects Can Double Your Sales Rating: 4 out of 5 stars4/5Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions Rating: 5 out of 5 stars5/5New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development Rating: 5 out of 5 stars5/5Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count Rating: 5 out of 5 stars5/5Customer Service The Sandler Way: 48 Rules for Strategic Customer Care Rating: 4 out of 5 stars4/5Endless Referrals, Third Edition Rating: 5 out of 5 stars5/5
Training For You
Crucial Conversations: Tools for Talking When Stakes Are High, Second Edition Rating: 4 out of 5 stars4/5Crucial Conversations: Tools for Talking When Stakes are High, Third Edition Rating: 4 out of 5 stars4/5Mean Girls at Work: How to Stay Professional When Things Get Personal Rating: 3 out of 5 stars3/5Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal Rating: 4 out of 5 stars4/5Toyota Kata: Managing People for Improvement, Adaptiveness and Superior Results Rating: 4 out of 5 stars4/5I'm Not Yelling: A Black Woman's Guide to Navigating the Workplace Rating: 5 out of 5 stars5/5Emotional Vampires: Dealing with People Who Drain You Dry, Revised and Expanded 2nd Edition Rating: 4 out of 5 stars4/5The Connected Child: Bring Hope and Healing to Your Adoptive Family Rating: 4 out of 5 stars4/5Influencer: The New Science of Leading Change, Second Edition Rating: 4 out of 5 stars4/5Speak Like a CEO: Secrets for Communicating Attention and Getting Results Rating: 4 out of 5 stars4/5McKinsey Mind Rating: 3 out of 5 stars3/5The Successful Investor: What 80 Million People Need to Know to Invest Profitably and Avoid Big Losses Rating: 4 out of 5 stars4/5The Power of Visual Storytelling: How to Use Visuals, Videos, and Social Media to Market Your Brand Rating: 3 out of 5 stars3/5Disney U: How Disney University Develops the World's Most Engaged, Loyal, and Customer-Centric Employees Rating: 4 out of 5 stars4/5The Starbucks Experience: 5 Principles for Turning Ordinary Into Extraordinary Rating: 4 out of 5 stars4/5Nine Minutes on Monday: The Quick and Easy Way to Go From Manager to Leader Rating: 4 out of 5 stars4/550 Top Tools for Coaching, 3rd Edition: A Complete Toolkit for Developing and Empowering People Rating: 5 out of 5 stars5/5The McKinsey Way Rating: 4 out of 5 stars4/5The Digital Mindset: What It Really Takes to Thrive in the Age of Data, Algorithms, and AI Rating: 3 out of 5 stars3/5Prospect: The Real Estate Lead Generation Manual Rating: 5 out of 5 stars5/5Coaching and Mentoring: Practical Techniques for Developing Learning and Performance Rating: 4 out of 5 stars4/5Estimating Construction Profitably: Developing a System for Residential Estimating Rating: 5 out of 5 stars5/5Perfect Phrases for Performance Reviews 2/E Rating: 4 out of 5 stars4/5The High-Velocity Edge: Second Edition Rating: 5 out of 5 stars5/5The Power of Positive Coaching: The Mindset and Habits to Inspire Winning Results and Relationships Rating: 5 out of 5 stars5/5
Reviews for Trust-Based Selling
1 rating0 reviews