Integrity Selling for the 21st Century: How to Sell the Way
ISBN: , SKU: , AUTHOR: Willong>inong>gham, Ron, PUBLISHER: Crown Busong>inong>ess, "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. ong>Theong>y were so stressed by this behavior that ong>theong>y suffered from a high ong>inong>cidence of alcohol and substance abuse, divorce, job-jumpong>inong>g, and low productivity. ong>Inong> ong>theong> same ong>inong>dustry, I have observed countless people who had been taught to sell with high ong>inong>tegrity. Ironically, ong>theong>ir customer satisfaction, profit margong>inong>s, and salesperson retention were significantly higher." -- Ron Willong>inong>gham If you've tried manipulative, self-focused sellong>inong>g techniques that demean you and your customer, if you've ever wondered if sellong>inong>g could be more than just talkong>inong>g people ong>inong>to buyong>inong>g, ong>theong>n "ong>Inong>tegrity Sellong>inong>g for ong>theong> ong>21stong> ong>Centuryong>" is ong>theong> book for you. Its concept is simple: Only by gettong>inong>g to know your customers and ong>theong>ir needs -- and believong>inong>g that you can meet those needs -- will you enjoy relationships with customers built on trust. And only ong>theong>n, when you brong>inong>g more value to your customers than you receive ong>inong> payment, will you begong>inong> to reap ong>theong> rewards of high sales. Song>inong>ce ong>theong> publication of Ron Willong>inong>gham's enormously successful first book, "ong>Inong>tegrity Sellong>inong>g," his sales program has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as ong>theong> ong>Americanong> Red Cross and ong>theong> "ong>Newong> York Times." ong>Inong> his ong>newong> book, "ong>Inong>tegrity Sellong>inong>g for ong>theong> ong>21stong> ong>Centuryong>," Willong>inong>gham explaong>inong>s how his sellong>inong>g system relates to today's busong>inong>ess climate -- when ong>theong> need for ong>inong>tegrity is greater than ever before. "ong>Inong>tegrity Sellong>inong>g for ong>theong> ong>21stong> ong>Centuryong>" ong>teachong>es a process of self-evaluation to help you become a stellar salesperson ong>inong> any busong>inong>ess climate. Once you've established your own goals and personality traits, you'll be able to evaluate ong>theong>m ong>inong> your customers and adapt your styles to create a more trustong>inong>g, productive relationship. Drawong>inong>g upon Willong>inong>gham's years of experience and success stories from sales forces of ong>theong> more than companies that have adopted ong>theong> ong>Inong>tegrity Sellong>inong>g system, Ron Willong>inong>gham has created a blueprong>inong>t for achievong>inong>g success ong>inong> sales while stayong>inong>g true to your values.