Description

Author/Contributor(s):	Willingham, Ron
Publisher:	Crown Currency
Date:	6/17/2003
Binding:	Hardcover
Condition:	NEW

“I have observed several hundred salespeople who were taught to use deceptive practiceslike ‘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 , their customer satisfaction, profit margins, and salesperson retentionwere significantly higher.” — Ron Willingham

If you’ve tried manipulative, self-focusedselling techniques that demean you and your customer, if you’ve ever wondered ifselling could be more than just talking people into buying, then Integrity Sellingfor the 21st Century is the book for you. Its concept is simple: Only by gettingto 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, whenyou bring more value to your customers than you receive in payment, will you beginto reap the rewards of high sales.

Since the publication of Ron Willingham’s enormouslysuccessful first book, Integrity Selling, his sales program has been adopted by dozensof Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the AmericanRed Cross and the New York Times. In his new book, Integrity Selling for the 21stCentury, Willingham explains how his selling system relates to today’s business climate— when the need for integrity is greater than ever before.

Integrity Selling forthe 21st Century teaches a process of self-evaluation to help you become a stellarsalesperson in any business climate. Once you’ve established your own goals and personalitytraits, you’ll be able to evaluate them in your customers and adapt your styles tocreate a more trusting, productive relationship.

Drawing upon Willingham’s yearsof experience and success stories from sales forces of the more than 2,000 companiesthat have adopted the Integrity Selling system, Ron Willingham has created a blueprintfor achieving success in sales while staying true to your values.