Abstract
We have discussed at length how trust progresses through sales cycle. In order to develop this concept, I concentrated on the toughest starting position, when you are new to the account. But, you need to consider trust with existing customers as well. The discussion of the incumbent defending against a new competitor for an account will serve as a good summary of the book.
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© 2015 David A. Monty
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Monty, D.A. (2015). Defense. In: Trust-Based Selling. Apress, Berkeley, CA. https://doi.org/10.1007/978-1-4842-0874-8_14
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DOI: https://doi.org/10.1007/978-1-4842-0874-8_14
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Publisher Name: Apress, Berkeley, CA
Print ISBN: 978-1-4842-0875-5
Online ISBN: 978-1-4842-0874-8
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