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Trust-Based Selling

Using Customer Focus and Collaboration to Build Long-Term Relationships
Narrated by: Kirby Heyborne
Length: 3 hrs and 56 mins
Categories: Business, Sales
4 out of 5 stars (1 rating)

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Summary

Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the best seller 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, a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.

©2006 McGraw-Hill (P)2006 McGraw-Hill Education

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    4 out of 5 stars
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Improve trust and increase sale

Loved the idea of reviewing trust generating actions when dealing with your customers. Personally found the benefits by applying ideas from the book.

Recommend book

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  • JLD
  • 16-05-19

Great book, bad narration

Great book if you care about the customer’s needs and you’re in a sales role.
The narration is what you would have heard during the decades when selling was seller-centric and all about making commission despite what the customer really needed. He speaks without emotion on a topic you want to be motivated and inspired by! It’s an unfortunate pairing for the content of this book. Just read it.

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  • Amazon addict
  • 20-03-19

Good tidbits

Good book, horrible narrator. He sounded like he was reading a newscast, which was annoying.

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  • Mark R
  • 10-06-16

Good concepts, but nothing earth shattering

I like the book and I thought it reinforced a couple of good points. In many cases, I didn't find life changing information in here. The narrator was fine, but I felt like his delivery was wooden and not very engaging.

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  • Bob Watson
  • 04-02-14

DRY!

The content is actually very good, but this is by far the driest sales book I have ever read or listened to. It did reaffirm what I already knew about the sales process, but it put me to sleep in the process.