Trust Matters. And you can't fake it.

Read what other leading authors have to say
about Charles Green's new book:

I learned a lot from this book.
-Neil Rackham, author of Spin Selling

At last, a sales book based on how adult, intelligent people actually buy.
-David Maister, author of Managing the Professional Services Firm and Practice What You Preach
 
Trust-based Selling is an outstanding book and deserves wide exposure
-Ben Shapiro, Harvard Business School Professor of Marketing and Sales Management emeritus

If you want to earn the trust of your customers, I suggest you read this book and heed its wisdom.
-Jeffrey Gitomer, author of The Sales Bible and The Little Red Book of Selling

Green's perspectives provide more than a breath of fresh air. I love the practicality and granularity of his insights on leveraging trust with customers.
-Fred Wiersema, Business Strategist and author of Customer Intimacy and The Discipline of Market Leaders

Trust has always been the elusive but essential basis for the most successful sales relationships. With Trust-based Selling®, Charles Green will teach you the fastest and most direct ways to increase your customers' trust in you—and as a result, your sales to them.

It's simple, it's common sense, and it works.

  • Trust-based Selling is rooted in four principles: Customer-centricity, medium-to-long term focus, collaboration, and transparency. It shows you how to incorporate all four into your selling.

  • Trust-based Selling is not about being "nice." It's soft skills for hard purposes. Trust-based Selling massively increases profits for seller and customer alike.

  • A customer who trusts you is invaluable. Trust trumps product excellence, salesmanship and price.

  • Trust begins with the sale. How you sell creates or destroys trust for the relationship going forward.

  • Trust is not a business process. The only way to be trusted by your
    customers is to be trustworthy--worthy of trust. You can't fake it.

 

©2005 Charles H. Green