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Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships
by Charles H. Green
from McGraw-Hill
Customer Reviews:
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Avg. Customer Rating: 4.5 / 5.0 
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Guidebook to success for career salespeople 
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... more info
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You can't build trust if it's all about you
If you are working with an organisation that wants to 'become more customer focused' - and let's face it, who doesn't these days - you'll want to read this book. So many organisations, as they begin exploring what 'customer centricity' is all about, will soon realise that effective, long term relationships (and ultimately business success) are built on trust. But I suspect many companies set out to build trust only as long as it helps sell more stuff!
Charles Green's book helps clarify the concept of... more info
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Move to the next level 
This client focused book highlights principles needed to move to the next level.
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This Man is Dead On
As a salesman for many years I agree with everything that Mr. Green says. In fact I remember a particular sales call where I took my vice president to visit the vice president of a company with whom we were doing business. The customer had issued a requirement for a computer printer. I had brought one of our printers with us and given it to one of his teckies on the way to the meeting.
The customer asked, 'is this printer any good?'
'No, its a piece of s**t. But it's the cheapest piece of s**t... more info
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