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

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 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 you ve tried manipulative, self focused selling techniques that demean you and your customer, if you ve ever wondered if selling could be 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 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 trusting, productive relationship.Drawing upon Willingham s years of experience and success stories from sales forces of the 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.
Integrity Selling for the st Century How to Sell the Way People Want to Buy 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 observe

  • Title: Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy
  • Author: Ron Willingham
  • ISBN: 9780385509565
  • Page: 328
  • Format: Hardcover
  • 1 thought on “Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy”

    1. For a guy who is more of an introvert but is in "sales" this book helped reshift my paradigm of what selling truly can be. I do have strengths in the area of serving and giving, so I shifted my view of selling (the classic "hard sell" accompanied by the classic "talker"-the guy who can't shut up or the overly annoying extrovert) and began to look at the art of persuasion as the art of serving the person I was helping and giving more to them than they could give to me. I realized that I didn't ne [...]

    2. In just under 200 pages Willingham lays out the principles that one needs to follow if you a long-term successful career in sales. Key to his philosophy is his "Sales Congruence Model" illustrated on page 44. Customer centricity is important to Willingham for he believes that focusing on filling customers' needs and wants will make you far more successful than focusing on your company's product or service features. A second key concept for Willingham is "Sales Power" which is released to the ext [...]

    3. Ive read a lot of books in sales, selling, attitude, being able to adapt. In sales I like to call it, "dance to the music played." While this book makes sense and I get the concept. It's HORRIBLE. It's written by a scientist type brain whom I can tell has no real life sales experience. At least not in fast pace sales environments. The author is methodical with tactics, something in the real world, if you try and bait someone or think about your next move without it being instinctual, you're done [...]

    4. I'm reading this one for a class I'm taking. It was a one-day seminar with 8 weeks of shorter follow up sessions. I don't think of myself as a salesperson but by default I am because I have to sell myself/my business to get new clients. This class has been really interesting so far. We'll see what I think of the book (and the class) in 8 weeks.Edited to add:I found this class and book very helpful. I'm still using the ideas and techniques I used almost daily in my business. I would highly recomm [...]

    5. Breezed through it, reading the major chapters and skipping the personality specific enhancements. It was fairly interesting. I was doing only part of the strategies listed previously. Got a bit jaded by too many turn downs in a hard sell environment, and had started writing off long term relationship building for the most part. A good reminder that every prospect has as much potential as another, just have to invest and vary by who you're talking to.

    6. I think this book is so much more than selling but gives you a platform on developing mutual beneficial relationships with people in all aspects of your life. It asks you to dig deep and learn to value people where they are at and how to communicate effectively with them.

    7. Best sales book everI am a new sales person with 10 years experience. Somehow I started and grew a small business. But I never studied the sales process. Somehow I just managed. Now I have begun studying sales. This is the best book I have read. I resonate with his philosophy.

    8. Brilliant book if you are in sales. Integrity Selling is a way of being rather than a way of selling, akk based on basic human values which in many cases has been lost - Integrity, honesty, respect, listening, transparency, authenticity.Simple but for many complex?

    9. Have read several times. Find something of value every time I reread. Greatest take away is learning how to communicate with people based on their behavior styles. Create value by identifying a need and filling it. Service is synoymous with sales. Currently rereading for next class.

    10. I thought I would hate this book, but it turned out to be pretty helpful. The title was just a little misleadingbut I'm glad it was.

    11. Depending on your philosophy of sales this is a great book which will provide valuable insight in becoming a better sales agent, focused on integrity.

    12. One of the most practical guides to ethical selling practices I've ever encountered. Nothing dirty or underhanded about this method. It is also highly effective and useful!

    13. Good book and great for those who view selling as an "evil". I would have given it 5 stars if it wasn't so repetitive at times. Selling is service.

    14. Book was very good and informative. Seemed quite repetitive. Author suggests reading most chapters three times a week which is nearly impossible.

    15. We purchased this book for our team this year. Has some great insights to it about how to really listen and not just think you know what your customers are looking for.

    16. I attended a week long seminar with the author and subsequently read the book. This is an excellent resource for anyone who needs to sell an idea, concept, product, whatever.

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