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1、PraiseforTrust-BasedSellingCharlesGreenwilltellyouhe’snotasalesperson.Sohowhashewrittenabookbrimmingwithsuchpracticalsellingwisdom?Theanswerliesinhislonghistoryasadvisortosomeofthebestconsultingfirmsintheworld.Hehasdistilledthisexperienceandappliedittosales.
2、Ilearnedalotfromthisbook.NeilRackham,AuthorSPINSellingAtlast,asalesbookbasedonhowadult,intelligentpeopleactuallybuy.Animportantcontri-butionthatchallengestheeffectivenessofmuchofcurrentsalespractice,andshowshowtodoitbetter.DavidMaister,AuthorManagingtheProf
3、essionalServicesFirm,coauthorTheTrustedAdvisorCharlesGreencanbetrusted—andsocanhisbook.Trustissomethingthatisearned,notjustgiven.Ifyouwanttoearnthetrustofyourcustomers,Isuggestyoureadthisbookandheeditswisdom.JeffreyGitomer,AuthorTheSalesBibleandTheLittleRed
4、BookofSellingGreenhaswrittenararity—apracticalbookwhichtalksaboutthecriticalroleoftrustinsell-ing,andhowtobehonestandsuccessfulatthesametime.KenRoller,DirectorStrategicRelations,IntelCorp.Trust-basedSellingremindsusthatlong-termvaluecreationisdrivenbyputtin
5、gtheclientfirst.Ittakescouragetoputshort-termfinancialgoalsasidetobuildlong-termvaluethroughtrust-ingrelationships.Disciplinedexecutionoftheprinciplesoutlinedinthisbookwillrewardthecourageous.JamesMcSherry,EVPCommercialBanking,CIBCCharlesGreen’sTrust-basedSel
6、lingisthebreak-throughbookIhavebeensearchingfor.Itpro-videseffectiveconceptsandexamplesofhowtobuildlastingrelationshipsinbusinessesdealingwithintangibleproductsandservices.Itistimelessinitsteachings,andwillbecomethefoun-dationforourprofessionaldevelopmenttr
7、aining.JackSnyder,ManagingDirectorBusinessDevelop-ment,GuyCarpenter&CompanyThispageintentionallyleftblankTRUST-BASEDSELLINGThispageintentionallyleftblankTRUST-BASEDSELLINGUsingCustomerFocusandCollaborationtoBuildLong-termRelationshipsCharlesH.GreenMcGRAW-HI
8、LLNewYorkChicagoSanFranciscoLisbonLondonMadridMexicoCityMilanNewDelhiSanJuanSeoulSingaporeSydneyTorontoCopyright©2006byCharlesH.Green.Allrightsreserved.ManufacturedintheUnitedStatesofAmerica.Exceptaspe