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1 Local Warehouse Business- Sales

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

by

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

 

Synopses & Reviews

Publisher Comments:

“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 youve tried manipulative, self-focused selling techniques that demean you and your customer, if youve 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 Willinghams 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 todays 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 youve established your own goals and personality traits, youll be able to evaluate them in your customers and adapt your styles to create a more trusting, productive relationship.

Drawing upon Willinghams 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.

About the Author

RON WILLINGHAM is the founder and CEO of Integrity Systems, an international leader in sales and customer service training and development that has conducted courses in over sixty-five countries and has been translated into seven languages. He lives in Phoenix, Arizona.

Product Details

ISBN:
9780385509565
Author:
Willingham, Ron
Publisher:
Crown Business
Location:
New York
Subject:
Sales & Selling - Techniques
Subject:
Selling
Subject:
Advertising & Promotion
Subject:
Integrity
Subject:
Economics - General
Subject:
Sales & Selling - General
Subject:
Sales & Selling
Subject:
Business, Sales
Copyright:
Edition Number:
1st ed.
Series Volume:
03-38
Publication Date:
20030631
Binding:
HARDCOVER
Grade Level:
General/trade
Language:
English
Illustrations:
Yes
Pages:
240
Dimensions:
9.46x6.40x.80 in. .98 lbs.

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Related Subjects

Business » Advertising
Business » Marketing
Business » Sales
History and Social Science » Economics » General

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