Do you feel like your career exists somewhere between your last sale and your next one? Are you always searching for the way to bridge the gap and create long-term success? Does it seem that somehow your life is only about your ability to perform on the job? For too long you have bought into the idea that the business you do and the life you lead are completely separate. What Todd Duncan has learned in his twenty-two years of sales is the polar opposite: When you discover how to connect who you are and what you are about in your selling career, the results will be phenomenal and long-lasting. No matter what industry you work in or what type of sales position you hold, adopting the practical principles in High Trust Selling will open the door to a new way of thinking and a life beyond your wildest expectations. “Long-term sales success happens when high trust exists—when you are a trustworthy salesperson running a trustworthy sales business, and when it’s clear to your clients that you are a person of integrity who will not only do what you say but who also has the means to deliver.” —Todd Duncan
For more information about Southwest's story, see http:// www.aboutus.org/Southwest.com; Freiberg, K., & Freiberg, J. (1996). Nuts! Southwest Airlines' crazy recipe for business and personal success (p. 288). New York: Broadway Books.
Through the story of a $6,000 Egg, Deb Duncan and Todd Duncan reveal that even the smallest interactions have the power to create lifelong patrons, or on the flipside, alienate once-devoted customers"--Description from publisher website
Trust, says Stephen M. R. Covey, is the very basis of the 21st century's global economy, but its power is generally overlooked and misunderstood.
PORTFOLIO Published by the Penguin Group Penguin Group (USA) Inc., 375 Hudson Street, New York, New York 10014, U.S.A. • Penguin Group (Canada), 90 Eglinton Avenue East, Suite 700, Toronto, Ontario, Canada M4P 2Y3 (a division of Pearson ...
Whether you're a seasoned sales professional or someone considering sales as a career, Duncan's wisdom can help you avoid errors in perception, practice, and performance that could not only kill a sale but also your career.
Argues that knowing and understanding customers' needs will improve sales and will build a trusting relationship between buyer and seller.
In this groundbreaking book, Robert Hurley reveals the Decision to Trust Model (DTM), a proven method for building trust based on Hurley’s more than twenty years of research and hands-on work with individuals and teams at the world’s ...
Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest ...
They include Maria Emery and Rhonda York, co-directors of CWI Charlotte; Rex Jung, PhD; Richard Glaser, PhD; Peg Aldridge; Michelle Boos-Stone; Jan Goldstoff; Bud Bilanich, EdD; Debra Pearce-McCall, PhD; Mary Ann Somerville; ...
All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years.