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

Description: Integrity Selling for the 21st Century by Ron Willingham Since the publication of Willinghams successful first book, "Integrity Selling, " his sales program has been adopted by countless Fortune 500 companies. Now Willingham addresses todays realities directly, offering a much-needed blueprint for integrating ethical values and business objectives. FORMAT Hardcover LANGUAGE English CONDITION Brand New Publisher Description "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... 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. Author Biography 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. Review "Powerful, insightful, and practical. Integrity Selling for the 21st Century dispels outdated methods and techniques and replaces them with a dynamic six-step process for success… A must-read for any sales professional." —Alex Perriello, president and CEO, Coldwell Banker Real Estate Corporation"Integrity Selling® is a wonderful tool that analyzes what makes people buy, and breaks down the process into simple and usable bites." —Dennis Manning, president and CEO, Guardian Life Insurance Company of America "Ron Willinghams new book helps salespeople realize that customers are not persuaded so much by what they say but by who they are and how they relate to others. Its a refreshing book that peels back the artificial layers of traditional selling and exposes the true essence of sales success." —Gerhard Gschwandtner, founder and publisher, Selling Power"The Integrity Selling® program reminds us there is more to sales than being customer-focused. Its going the extra mile to solve needs, not fill wants. Its making the conscious decision to do things right for people because its the right thing to do. Now, more than ever, those who believe in ethics, trust, honesty, responsibility, and integrity succeed. Those who dont, do not." —Barry Griswell, chairman, president, and CEO, Principal Financial Group Review Quote "Powerful, insightful, and practical. Integrity Selling for the 21st Century dispels outdated methods and techniques and replaces them with a dynamic six-step process for success... A must-read for any sales professional." Alex Perriello, president and CEO, Coldwell Banker Real Estate Corporation "Integrity Selling is a wonderful tool that analyzes what makes people buy, and breaks down the process into simple and usable bites." Dennis Manning, president and CEO, Guardian Life Insurance Company of America "Ron Willinghams new book helps salespeople realize that customers are not persuaded so much by what they say but by who they are and how they relate to others. Its a refreshing book that peels back the artificial layers of traditional selling and exposes the true essence of sales success." Gerhard Gschwandtner, founder and publisher, Selling Power "The Integrity Selling program reminds us there is more to sales than being customer-focused. Its going the extra mile to solve needs, not fill wants. Its making the conscious decision to do things right for people because its the right thing to do. Now, more than ever, those who believe in ethics, trust, honesty, responsibility, and integrity succeed. Those who dont, do not." Barry Griswell, chairman, president, and CEO, Principal Financial Group From the Hardcover edition. Details ISBN0385509561 Author Ron Willingham Short Title INTEGRITY SELLING FOR THE 21ST Pages 240 Language English ISBN-10 0385509561 ISBN-13 9780385509565 Media Book Format Hardcover DEWEY 658.85 Illustrations Yes Year 2003 Place of Publication London Country of Publication United Kingdom Edition 1st Imprint Doubleday Childrens Books Residence Phoenix, AZ, US Birth 1932 Subtitle How to Sell the Way People Want to Buy DOI 10.1604/9780385509565 AU Release Date 2003-06-17 NZ Release Date 2003-06-17 UK Release Date 2003-06-17 Publisher Penguin Random House Childrens UK Publication Date 2003-06-17 Audience General We've got this At The Nile, if you're looking for it, we've got it. With fast shipping, low prices, friendly service and well over a million items - you're bound to find what you want, at a price you'll love! TheNile_Item_ID:43657053;

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