Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy
Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy
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Product 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. 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, 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 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 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.
From the Hardcover edition.
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Willingham has helped organizations and individuals around the world increase their sales, which means his work produces RESULTS. That is one reason to read it, RESULTS!
You can search along time and read all kinds of stuff on selling without RESULTS personally.This book is the definitive work on selling and I have been studying sales and selling for over thirty four years. All kinds of good ideas and information are available and yet Willingham has captured the critical issus to success in sales. Study the book, do not just read it, it can change your life and produce the RESULTS your looking for as a salesperson, CEO or VP of Sales. The four habits of successful salepeople is brilliant.
I believe this book can change your life and your companies sales culture! When I read his first book on selling it changed my life, increased my sales and provided financial security for my family. I am certain this new publication can provide the same RESULTS for others. Study it, do not read it!
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I’ve read all of Ron Willingham’s books and dozens of others on sales and this is the best. Instead of just talking about skills, this also deals with the emotional issues of selling that are so important. View of selling, view of abilities, values and beliefs are critical for success. Easy to read and apply in the real world.
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This book is one of, if not the BEST guide to selling success I’ve read. It exceed Mr. Willinghams previous works. The clear and concise concepts are easy to read and apply. They’re simple but not simplistic. The principles in this book feel like he has combined the best from Carl Jung, Wm. James, Tom Hopkins, Stephen Covey, Tony Robbins and Donald Goldman. It reads like a roadmap for both selling and personal growth success. It’s a nice mix. The chapter summaries can be used like a workbook. The best and most practical sections are on Releasing Achievement Drive and Values Congruence. If you want to ‘raise your game’ read and work this book.
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It’s refreshing to see how Willingham has woven these principles based, timeless gems into meaningful application for sales professionals. In todays business climate where values, ethics and integrity are paramount, he enlightens and empowers sales people to explore and apply his proven sales processes. Not overwhelming or complicated, this book forces us to look at what it takes to be successful and build lasting relationships.
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After more than three decades of searching out the top books on leadership and sales, I must say that this new volume is the best that I have discovered, especially in these times when genuine care and consideration for the customer is a prime ingredient in forming and growing a meaningful relationship. Trust is the foundation for Integrity Selling in the 21st Century … and Ron Willingham has encapsulated the essence of doing it right and doing it well. This book belongs on every business leader’s desktop and the principles belong securely planted in their hearts.
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If you are in sales and you want a system that truly focuses on the needs and wants of the prospect, this book is for you. It’ll help you feel good about what you do and, more importantly, it’ll help your customers feel good about what you do.
You’ll position yourself as someone who genuinely wants to do what’s best for the customer, and that will make you easy to do business with and easy to refer to others.
I’ve worked with this system since Ron’s first book came out. Sales people of all experience levels have the same response – this works and people buy because they know I am interested in them. This book is better than the first one, and in my opinion will increase your production through providing value to the customer.
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After reading and studying this book, I have made it the standard for our company. It has the right answers presented in a clear, concise and easy to follow manner. If a person follows the process in this book, he/she will be successful in selling, no matter what the product. It is particularly valuable in taching how to sell high-dollar and multi-sales-call products/services.
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the world would be a better place to buy and sell. Willingham doesn’t have a ground breaking concept, he just explains the concept in very concrete, easy to understand terms that are easy to implement. You might also want to check out, Soft Selling in a Hard World, by Jerry Vass.
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As I read this book, I was sincerely moved when I realized that many of the concepts I found in it reflected the teachings and trainings I’ve pieced together over the last 20 years of selling, training and managing.
Today, as the owner of PICKS Training, I specialize in helping others sell, lead and communicate in the global village. This book has put into wonderful words much of what I teach, and has given me even more Good to pass along.
For those who want to make selling a profession they can be proud of, buy this book and do what it says.
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Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy is a useful book based on a customer needs-focused philosphy.
It teaches a six step program:
1. Approach
2. Interview
3. Demonstrate
4. Validate
5. Netotiate
6. Close
This easy-to-understand system can be applied to most selling challenges. This book is an interactive book with self-evaluation required.
It is useful not only for the people who consider selling part of their business, but also for almost everyone. We are all selling something.
The book is easy to read, and the headings are clear. It is a useful study tool.
I like the principle that states that the main challenge of selling is emotional control. Many of us need to work on negative feelings before we try to sell. If we can learn to manage our emotions, we can learn to manage our sales outcomes.
An excellent choice!