Summary of Trust-Based Selling

Trust-Based Selling is a book by Charles H. Green that provides a new approach to sales. It focuses on developing relationships with customers that are built on trust, rather than on convincing them to buy a product or service. The book looks at the importance of trust in sales, and how to build trust in sales relationships. Green outlines a series of steps that salespeople can take to build trust, such as taking the time to establish a relationship, demonstrating value, being honest and transparent, and demonstrating a genuine interest in the customer’s success. The book also looks at how to maintain trust in sales relationships, as well as how to handle difficult situations and objections. Ultimately, the book provides practical advice to help salespeople build relationships based on trust and achieve their sales goals.