Trust-Based Selling (PB)
Using Customer Focus and Collaboration to Build Long-Term Relationships
by:
Charles H. Green
Summary:
The book provides strategies for sales professionals to establish trust with clients by focusing on customer needs and fostering collaborative relationships. It emphasizes the importance of authenticity, transparency, and integrity in the sales process to create long-term business success and client loyalty.
Key points:
1. Trust Equation: Trust = (Credibility + Reliability + Intimacy) / Self-Orientation. Salespeople build trust by being expert, consistent, and approachable, while focusing less on themselves.
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