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Integrity Selling for the 21st Century How to Sell the Way People Want to Buy

ISBN-10: 0385509561
ISBN-13: 9780385509565
Edition: 2003
Authors: Ron Willingham
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Description: "I have observed several hundred salespeople who were taught to use deceptive practices like 'bait and switch' and encouraged to play negotiation games with customers. They were so stressed by this behavior that they suffered from a high incidence  More...

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Book details

List price: $26.00
Copyright year: 2003
Publisher: Crown Publishing Group
Publication date: 6/17/2003
Binding: Hardcover
Pages: 240
Size: 6.25" wide x 9.75" long x 1.00" tall
Weight: 1.232
Language: English

"I have observed several hundred salespeople who were taught to use deceptive practices like 'bait and switch' and encouraged to play negotiation games with customers. They were so stressed by this behavior that they suffered from a high incidence of alcohol and substance abuse, divorce, job-jumping, and low productivity. In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher." Ron Willingham If you've tried manipulative, self-focused selling techniques that demean you and your customer, if you've ever wondered if selling could be more than just talking people into buying, then Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs and believing that you can meet those needs will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap the rewards of high sales. Since the publication of Ron Willingham's enormously successful first book, Integrity Selling, his sales program has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the American Red Cross and the New York Times. In his new book, Integrity Selling for the 21st Century, Willingham explains how his selling system relates to today's business climate when the need for integrity is greater than ever before. Integrity Selling for the 21st Century teaches a process of self-evaluation to help you become a stellar salesperson in any business climate. Once you've established your own goals and personality traits, you'll be able to evaluate them in your customers and adapt your styles to create a more trusting, productive relationship. Drawing upon Willingham's years of experience and success stories from sales forces of the more than 2,000 companies that have adopted the Integrity Selling system, Ron Willingham has created a blueprint for achieving success in sales while staying true to your values.

Ron Willingham is founder and CEO of Integrity Systems, Inc., an international training and development company with more than 1.5 million graduates in 80 nations. His organization is the leader in helping organizations succeed with ethical, values-driven people-development strategies. Integrity Systems's client list reads like a Who's Who of business: Johnson & Johnson, American Red Cross, IBM, The Guardian Life Insurance Company, Principal Financial Group, Franklin Templeton, and more than 2,000 others. He is the author of Integrity Service and Integrity Selling for the 21st Century. Willingham lives in Phoenix, Arizona.

Definitions
Integrity Selling Values and Ethics
Preface
Introduction
The Four Traits of Highly Successful Salespeople
Approach: Get People to Open Up Their Mental Gates and Let You in
Selling Is an Inside Job
Interview: Find Out People's Needs So You Can Offer Solutions
Developing Stronger Interviewing Skills
Demonstrate: Show How You Can Fill Needs That People Admit Having
Releasing Unlimited Achievement Drive
Validate: Cause People to Believe and Trust You
Winning Over Negative Emotions
Negotiate: Work Out Problems That Keep People from Buying
Conditioning Your Mind for Unlimited Prosperity Consciousness
Close: Get a Positive Decision That Creates Mutual Value for You and Your Customers
Afterword
Index

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