Integrity Selling for the 21st Century

by WILLINGHAM, RON

• ISBN13: 9780385509565
• ISBN10: 0385509561
• Edition: 1st
• Format: Hardcover
• Copyright: 2003-06-17
• Publisher: Crown Business

Summary

"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, thenIntegrity Selling for the 21st Centuryis 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 theNew 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 Centuryteaches 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.

Author Biography

Ron Willingham is the founder and CEO of Integrity Systems.

Table of Contents

Definitions
Integrity Selling Values and Ethics
Preface
Introduction
The Four Traits of Highly Successful Salespeople	p. 1
Approach: Get People to Open Up Their Mental Gates and Let You in	p. 24
Selling Is an Inside Job	p. 39
Interview: Find Out People's Needs So You Can Offer Solutions	p. 53
Developing Stronger Interviewing Skills	p. 68
Demonstrate: Show How You Can Fill Needs That People Admit Having	p. 89
Releasing Unlimited Achievement Drive	p. 106
Validate: Cause People to Believe and Trust You	p. 121
Winning Over Negative Emotions	p. 137
Negotiate: Work Out Problems That Keep People from Buying	p. 152
Conditioning Your Mind for Unlimited Prosperity Consciousness	p. 165
Close: Get a Positive Decision That Creates Mutual Value for You and Your Customers	p. 179
Afterword	p. 201
Index	p. 203
Table of Contents provided by Blackwell. All Rights Reserved.