|
|
Tarfumes.com - Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy
|
List Price: $23.95
Our Price: $16.29
Your Save: $ 7.66 ( 32% )
Availability: Usually ships in 24 hours
Manufacturer: Broadway Books
|
Average Customer Rating:  
|
|
Binding: Hardcover
Dewey Decimal Number: 658.85
EAN: 9780385509565
ISBN: 0385509561
Label: Broadway Books
Manufacturer: Broadway Books
Number Of Items: 1
Number Of Pages: 240
Publication Date: 2003-06-17
Publisher: Broadway Books
Release Date: 2003-06-17
Studio: Broadway Books
|
|
|
|
|
|
Editorial Reviews:
|
“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.
|
|
|
Spotlight customer reviews:
|
Customer Rating:
Summary: Sell more and love what you're doing
Comment: Willingham is a genius who stands on the shoulders of great inspirational thinkers, like Napoleon Hill, Earl Nightingale, Clement Stone, Steven Covey and others. He translates their philosophy into a "new" philosophy of selling that is appropriate for today's market. I say "new", but Willingham has been teaching these brilliant ideas since the early 80's believe it or not.
People want to be respected and understood. They want sales people to consult with them and provide the best solutions in the industry.
There are 10 Integrity Selling Values and Ethics
1. Selling is a mutual exchange of value.
2. Selling isn't something you do to people; it's something you do for and with them.
3. Developing trust and rapport precedes any selling activity.
4. Understanding people's wants or needs must always precede attempts to sell.
5. Selling techniques give way to values-driven principles.
6. Truth, respect, and honesty provide the basis for long-term selling success.
7. Ethics and values contribute more to sales success than do techniques or strategies.
8. Selling pressure is never exerted by the salesperson. It's exerted only by customers when they perceive they want or need the item being recommended.
9. Negotiation is never manipulation. It's always a strategy to work out problems -- when customers want to work out the problems.
10. Closing is a victory for both the salesperson and the customer.
I'm spending several weeks building the ideas in this book into my profession with my business coach, Bob Arzt at http://www.polarisone.com
Customer Rating:
Summary: A Winner of a Book about Sales
Comment: Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy is a useful book based on a customer needs-focused philosphy.
It teaches a six step program:
1. Approach
2. Interview
3. Demonstrate
4. Validate
5. Netotiate
6. Close
This easy-to-understand system can be applied to most selling challenges. This book is an interactive book with self-evaluation required.
It is useful not only for the people who consider selling part of their business, but also for almost everyone. We are all selling something.
The book is easy to read, and the headings are clear. It is a useful study tool.
I like the principle that states that the main challenge of selling is emotional control. Many of us need to work on negative feelings before we try to sell. If we can learn to manage our emotions, we can learn to manage our sales outcomes.
An excellent choice!
Customer Rating:
Summary: Excellent advice that works in the modern selling environment
Comment: I have only one small caveat in my review, and that is the fact that I've read Ron's book The Inner Game of Selling: Mastering the Hidden Forces that Determine Your Success three times from cover to cover so far. Reading that book and fully embracing what it has to offer somewhat diminishes the "new" material you will find in Integrity Selling.
The short version of Willingham's philosophy is that you must be goal-oriented, and you must focus on filling the needs of your customers. Everything else is a matter of expanding on these principles.
I spent some time at the local bookstore browsing "Integrity Selling" and the only reason I chose not to purchase it was the aforementioned similarities to "Inner Game." That doesn't mean that the book is without value. It simply means that Willingham's philosophy and approach to sales is eloquently expressed in both books and I didn't feel a personal need to own both.
For the sales professional who has been trained with scripts and gimmick closes, this book is a must-have item. Times have changed and so has the art of sales. What worked yesterday may not work as well today. Willingham's approach works.
Customer Rating:
Summary: One of the best!
Comment: This is a great book filled with lots of practical ideas. The methods used in this book are sound and actually work. Learning to use the AIDinc. approach to sales makes the sales effortless. I would highly recommend this book for all sales professionals.
Customer Rating:
Summary: Achieve more with Integrity Selling
Comment: This uncomplicated process looks simple at first glance. The more one reads and applies the process, the more the incredible power of the process is discovered. Integrity Selling for the 21st Century gets to the real issues that cause consistent high sales performance. It is applicable for both new and seasoned performers. It clearly helps salespeople get out of the way of themselves-to really listen to, understand, and then provide solutions that meet the needs of others. It really is what the title says it is. That's refreshing!
|
|
|
|
|
|
|
|
|
