Video description
Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller 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 is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.
Table of Contents
Chapter 1: How Buyers Buy
00:08:39
Why Trust Usually Isn’t Developed
00:06:24
Chapter 2: Trust-Based Selling
00:06:25
Selling Without Being Seller-Centric
00:04:26
What Trust Does for Buyers
00:04:35
Chapter 3: The Business Case for Trust
00:04:45
Chapter 4: A Primer on Trust
00:06:10
Principle 3: Medium to Long-Term Perspective
00:07:06
Chapter 5: Trust Is Not A Business Process
00:02:32
Chapter 6: Live The Principles
00:07:54
Chapter 6: Live The Principles (continued)
00:07:40
Chapter 7: Sell By Doing, Not By Telling
00:05:46
Chapter 8: Avoid Mistakes In Trust Creation Process
00:07:44
Framing
00:06:48
Chapter 9: Check Your Ego At The Door
00:05:38
Case 1 - Polite Client
00:07:03
Be Yourself
00:07:16
Chapter 10: The Relationship Is Not Sum Of Transactions
00:09:35
Chapter 11: The New ABCs: Don’t Always Be Closing
00:04:37
Chapter 11: The New ABCs (continued)
00:04:31
Chapter 12: Build Trust Into Negotiations
00:05:22
Chapter 13: Be A Radical Truth-Teller
00:06:07
Chapter 14: Pick The Right Customers
00:06:27
Avoid The Colored Paper Trap
00:07:43
Some Companies Are More Trusting Than Others
00:06:53
Chapter 15: Answering The 6 Toughest Sales Questions
00:06:24
We Don’t Need What You’re Selling
00:05:52
Chapter 16: The Hight Cost Of Winning
00:04:48
Chapter 17: Attitude And Other Obstacles
00:07:05
Chapter 17: Attitude And Other Obstacles (continued)
00:06:22
Seeing Trust In Terms Of Process
00:05:28
Believing - The System Won’t Let Me
00:05:02
Chapter 18: Teach Product People Sales Or Salespeople Product?
00:06:17
Chapter 19: Differentation By Selling
00:05:14
Chapter 20: Talking Straight About Price
00:08:02
Why Talking Price Is Hard
00:07:20
Chapter 21: Dealing with RFPs and Purchasing Agents
00:07:37
Chapter 22: Killing Trust with Measurements and Rewards
00:03:59