Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy
Physical
In CirculationWhat will you learn from this book
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Building Trust is Essential:
- Trust is the foundation of successful selling. Building and maintaining trust with customers is crucial for long-term relationships.
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Understanding Customer Needs:
- Successful selling involves a deep understanding of the customer's needs, desires, and challenges. Tailoring your approach to meet these needs is key.
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Customer-Centric Approach:
- Adopting a customer-centric mindset ensures that the sales process is focused on providing value to the customer rather than just making a sale.
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Effective Communication Skills:
- The book likely emphasizes the importance of effective communication, including active listening and clear articulation of product or service benefits.
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Ethical Selling Practices:
- Integrity in selling involves ethical practices. The book may highlight the importance of honesty, transparency, and fairness in all interactions with customers.
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Solution-Oriented Selling:
- Rather than pushing products, successful selling involves positioning your offerings as solutions to the customer's problems or challenges.
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Relationship Building:
- Building strong relationships with customers goes beyond the initial sale. The book may stress the importance of ongoing relationship-building for repeat business and referrals.
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Emphasizing Value Over Price:
- The focus is on demonstrating the value of the product or service rather than competing solely on price. Value-based selling positions the offering as worth the investment.
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Handling Objections Positively:
- Addressing customer concerns and objections is a natural part of selling. The book may provide strategies for handling objections positively and turning them into opportunities.
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Continuous Improvement:
- The learning and improvement process is ongoing. Sales professionals should be committed to continuous learning, adapting to market changes, and refining their selling techniques.
| Language | English |
|---|---|
| ISBN-10 | 0385509561 |
| ISBN-13 | 9780385509565 |
| No of pages | 240 |
| Font Size | Medium |
| Book Publisher | Crown Business |
| Published Date | 17 Jun 2003 |
About Author
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“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 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.