Customer Review

2 of 3 people found the following review helpful
4.0 out of 5 stars Guidebook to success for career salespeople, 8 Mar. 2007
This review is from: Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships (Hardcover)
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. We encourage career salespeople to use this book.
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Location: Switzerland

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