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

Name: Integrity Selling for the 21st Century How to Sell the Way People Want to Buy
Price: 2.69 USD
Availability: InStock
ISBN: 9780385509565

ISBN-10: 0385509561

ISBN-13: 9780385509565

Edition: 2003

Authors: Ron Willingham

List price: $27.00

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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 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…

Book details

List price: $27.00
Copyright year: 2003
Publisher: The Crown Publishing Group
Publication date: 6/17/2003
Binding: Hardcover
Pages: 240
Size: 6.36" wide x 9.53" long x 0.89" tall
Weight: 1.188
Language: English

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