Relationship Selling: Building Trust to Sell Your Service

Front Cover
Self-Counsel Press, 1992 - Business & Economics - 102 pages
Here is a book for people who don't think of themselves as salespeople, and don't want to either. It gives a proven method for selling a service, one that's not pushy or manipulative, a sales method that professionals can be comfortable with.

The person who understands the client's needs, honestly answers concerns, matches services to those needs -- and who is easy to do business with -- gets the signed contract every time.

"(Reveals) the sales and marketing secret that some of the best, most customer-focused service companies have been keeping to themselves for years: good sales is good service and good service is good sales". Ron Zemke, President, Performance Research Associates, Inc., and author of Service America

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Contents

1 The hardsell approach
2
3 The wontsell approach
3
4 Relationship selling
4

34 other sections not shown

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About the author (1992)

Robert Goldstein is currently Director of Veterinary Services at Animal Nutrition Technologies, Healing Center for Animals, Northern Skies Veterinary Center as well as Director of Product Development for Earth Animal, all in Westport CT.



Paula Jo Broadfoot graduated from Kansas State University School of Veterinary Medicine and has been studying and practicing therapeutic nutrition for the past 18 years.


Richard E. Palmquist is currently the head of medicine at Centinela Animal Hospital in Inglewood, California.


Karen Johnston works at Hampton Veterinary Hospital in the fields of small animal and exotic pet medicine, surgery, and acupuncture. She is also the co-owner of Natural Solutions, herbal supplements for veterinary use.


Jiu Jia Wen is the owner of Hampton Veterinary Hospital.

Barbara Fougere is the president of the Australian Veterinary Acupuncture Association and President for the International Veterinary Botanical Medicine Association.

Margo Roman opened a holistic health center for animals offering chiropractic, cranial sacral, physical therapy, massage, reiki, and polarity in the lower level and in the main clinic homeopathy, acupuncture, herbs, surgery and conventional medicine in an integrative method.

Withers, a Seattle based consultant and author, is recognized for her landmark work in marketing service businesses and her high-profile position with the Small Business Council of the Greater Seattle Chamber of Commerce.

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