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

by Ron Willingham

Book Overview

"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... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0385509561
• ISBN13: 9780385509565
• Release Date: June 2003
• Publisher: Currency Doubleday
• Length: 210 Pages
• Weight: 1.03 lbs.
• Dimensions: 9.6" x 0.9" x 6.3"

Customer Reviews

A Winner of a Book about Sales

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!

If everyone could read this book...

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.

Corporate Standard

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.

Rookies or Experienced Pros, Eureka, You Have Found IT!

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!

Best sales trainer book I've read!!

This book and the accompanying thoughts are the best skills I've ever read about. It will take you from an average sales person to the higher reaches of your profession. And you and your clients will all be the better for it.