Selling with Integrity Reinventing Sales through Collaboration, Respect, and Serving

by Morgen, Sharon Drew

• ISBN13: 9781576750179
• ISBN10: 1576750175
• Format: Hardcover
• Copyright: 1997-03-01
• Publisher: Berrett-Koehler Publishers

Summary

Selling with Integrity introduces "The Morgen Buying Facilitation Method," the wholly new sales paradigm based on the belief that buyers have their own answers. Buyer- focused and solution-based, Buying Facilitation sets up trusting, respectful collaboration, mirroring the spiritual values emerging throughout today's business world.

Author Biography

Sharon Drew Morgen, the author of Sales on the Line and a former stockbroker at Merrill Lynch, is an international entrepreneur, speaker and sales trainer. Her current clients include IBM, Dreyfus-Mellon, Boston Scientific, Dean Witter Reynolds, the Bureau of National Affairs, and The Vendo Company. Morgen also runs learning-based sales seminars that integrate company vision with sales.

Table of Contents

Foreword
Preface
Acknowledgments
A New Relationship-Based, Solution-Focused Sales Approach	p. 1
The Buyer Taught Me How to Sell	p. 3
Bringing Your Values to Work	p. 11
The Principles of Buying Facilitation	p. 23
Comparing the Past, Present, and Future of Sales	p. 35
The Seller as Servant	p. 53
The Components of Buying Facilitation	p. 67
The Factors in the Buying Decision Process	p. 69
How People Buy	p. 83
Creating a Relationship of Trust and Collaboration	p. 105
Supporting the Process of Discovery	p. 119
Formulating the Right Questions	p. 135
Listening Skills	p. 153
Being a Buying Facilitator	p. 167
Using Buying Facilitation: Putting the Skills Together	p. 169
Strengthening Customer Service through Buying Facilitation	p. 181
Case Comparisons: Buying Facilitation, Traditional Sales, and Consultative Sales	p. 187
Managing Salespeople in a Buying Facilitation Environment	p. 195
Buying Facilitation in Action: On-the-Phone, Face-to-Face, and Across Sales Contexts	p. 205
Reinventing Business by Reinventing Sales	p. 221
Appendix	p. 227
Bibliography	p. 231
Index	p. 233
About the Author	p. 241
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