Integrity Selling for the 21st Century

How to Sell the Way People Want to Buy

Ron Willingham

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English

Random US
28 July 2003

Economics & Business; Management & management techniques

“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.

By: Ron Willingham
Imprint: Random US
Country of Publication: United Kingdom
Dimensions: Height: 242mm, Width: 161mm, Spine: 23mm
Weight: 431g
ISBN: 9780385509565
ISBN 10: 0385509561
Pages: 240
Publication Date: 28 July 2003
Audience: General/trade , ELT Advanced
Format: Paperback
Publisher's Status: Active

RON WILLINGHAM is the founder and CEO of Integrity Systems, an international leader in sales and customer service training and development that has conducted courses in over sixty-five countries and has been translated into seven languages. He lives in Phoenix, Arizona.

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

Powerful, insightful, and practical. Integrity Selling for the 21st Century dispels outdated methods and techniques and replaces them with a dynamic six-step process for success... A must-read for any sales professional. --Alex Perriello, president and CEO, Coldwell Banker Real Estate Corporation Integrity Selling(R) is a wonderful tool that analyzes what makes people buy, and breaks down the process into simple and usable bites. --Dennis Manning, president and CEO, Guardian Life Insurance Company of America Ron Willingham's new book helps salespeople realize that customers are not persuaded so much by what they say but by who they are and how they relate to others. It's a refreshing book that peels back the artificial layers of traditional selling and exposes the true essence of sales success. --Gerhard Gschwandtner, founder and publisher, Selling Power The Integrity Selling(R) program reminds us there is more to sales than being customer-focused. It's going the extra mile to solve needs, not fill wants. It's making the conscious decision to do things right for people because it's the right thing to do. Now, more than ever, those who believe in ethics, trust, honesty, responsibility, and integrity succeed. Those who don't, do not. --Barry Griswell, chairman, president, and CEO, Principal Financial Group