Trust-Based Selling

Speaker and executive educator Charles H. Green has dedicated himself to teaching others to establish the critical element in any sales relationship: trust. Through this series of instruction, you will learn how to create trust and retain it in all of your relationships. Green offers specific steps and processes to follow as you learn to employ this most critical element to your sales career.

Listen to or read all the key ideas and insights from this title.

(*Visitors have access to the first three nuggets; subscribers have access to all nuggets)

Nugget ID	Nugget Name	Listen	Read
TBD	Principle #1: Customer-Focus
TBD	Trust Can't Be Faked
TBD	Providing Value beyond What You Sell
TBD	Principle #2: Constantly Collaborate with Your Customer*
TBD	The Collaborative Top 6*
TBD	Think Medium- to Long-Term*
TBD	Keep a Medium- to Long-Term Focus*
TBD	Develop a Habit of Transparency*
TBD	8 Ways To Be More Transparent*
TBD	The Trust Creation Process*
TBD	Stage 1: Engage*
TBD	Kill the Elevator Pitch*
TBD	Stage 2: Listen*
TBD	Sell by Doing, not by Telling*
TBD	Stage 3: Frame*
TBD	Stage 4: Envision*
TBD	Stage 5: Commitment to Action*
TBD	Own the Solution and Action Plan*
TBD	6 Signs You're Willing To Trust*
TBD	Radical Truth-Telling*
TBD	Watch Your Language.*
TBD	Trust, not Product, as Differentiator*
TBD	No More Listening Skills*
TBD	A Different Economic Model*
TBD	Leads Aren't Scarce-They're Everywhere*
TBD	The Customer Is Not the Enemy*
TBD	Fear Is the Enemy of Trust*
TBD	Customers Don't Always Mean What They Say*
TBD	You Don't Have To Be Brilliant*
TBD	Who Cares about Your Darn Track Record?*
TBD	Think Outside "the System"*
TBD	Keeping Customers on the Trust-Creation Track*
TBD	7 Ways To Stop Controlling the Conversation*
TBD	Check Your Ego at the Door*
TBD	Mom Was Right: Be Yourself.*
TBD	Cultivate an Attitude of Curiosity*
TBD	Stop "Handling Objections" and Listen*
TBD	Trust-Based Negotiations*
TBD	Naming the Elephant in the Room*
TBD	The Trap of Exceeding Expectations*
TBD	Think Out Loud*
TBD	Ditch the Assessment Scores*
TBD	Emotions Are Just Facts*
TBD	Trust Is Based on Individuals*
TBD	Communicate To Negotiate*
TBD	Working with a Formal Purchasing Process*

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