Integrity Selling For The 21st Century

Integrity Selling For The 21st Century

Integrity Selling For The 21st Century

“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.

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Product Details :

Genre : Business & Economics
Author : Ron Willingham
Publisher : Currency
Release : 2003-06-17
Total Pages : 239 Pages
ISBN : 9780385509565


Integrity Selling For The 21st Century

Integrity Selling For The 21st Century

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

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Product Details :

Genre :
Author : Ron Willingham
Publisher : Createspace Independent Publishing Platform
Release : 2017-08-07
Total Pages : 254 Pages
ISBN : 1974051676


Integrity Selling

Integrity Selling

Introduces a new selling strategy which rejects manipulative selling gimmicks in favor of a practical six-step program that focuses on satsifying more sophisticated customers

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Product Details :

Genre : Business & Economics
Author : Ron Willingham
Publisher : Main Street Books
Release : 1989
Total Pages : 176 Pages
ISBN : IND:39000008900123


Integrity Service

Integrity Service

Every company today recognizes the importance of good customer service and putting the customer first. Why, then, do service people so often treat us as though we're supposed to serve them, rather than the opposite? How often do we feel neglected, frustrated, or just plain unhappy -- wondering what happened to basic civility and common courtesy? Why do things seem to be getting worse rather than better? And how can businesses train employees to offer customers the courtesy and attention they are entitled to? Ron Willingham, whose seminars and training sessions have helped big companies around the world change their employees' behavior, offers a new and subtler way of looking at customer service. Instead of the traditional "paint an artificial smile on your face" approach, Integrity Service brings the whole person into the service experience, showing that good customer relationships grow from employees' beliefs about who they are and what's possible for them to achieve, what career rewards they deserve, and what value they can give customers. Integrity Service presents fundamental principles that lead to individual success and gives readers specific action guidelines for on and off the job. Willingham's documented success through his seminars and programs ensures that the hands-on help in this book will bring employees and managers to a new understanding of the nature of service. In a world of automated phone systems and constantly frustrated customers, Ron Willingham provides a proven program that empowers employees to provide the superior service that people really want and deserve.

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Product Details :

Genre : Business & Economics
Author : Ron Willingham
Publisher : Simon and Schuster
Release : 2005-10-03
Total Pages : 292 Pages
ISBN : 9780743281751


Authenticity

Authenticity

Most sales training focuses on getting to know the product, analyzing the market, and identifying the competition, but there is more to sales success than that. Successful selling takes three types of preparation: • The what: knowing the product, the industry, and the competition • The how: applying the knowledge, enhancing social interaction, developing relationships, and dealing with emotional ups and downs • The why: understanding the customer’s purpose, intention, values, inner belief boundaries, and self-value Emotional factors are powerful contributors to sales success. In this book, you will go beyond the what to the how and why, and learn whole-being selling—selling that utilizes the head, heart, and soul and brings mental, emotional, and spiritual forces together. in Authenticity, sales expert Ron Willingham shares new discoveries about the deeper causes of sales success or failure, and offers a step-by-step guide to: • Develop stronger client relationships through enhanced social skills • Increase the value you bring to customers (and feel more worthy of success and compensation) • Boost sales by learning and applying the fundamentals of client-focused selling

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Product Details :

Genre : Business & Economics
Author : Ron Willingham
Publisher : Penguin
Release : 2014-05-06
Total Pages : 336 Pages
ISBN : 9780698153059


The Inner Game Of Selling

The Inner Game Of Selling

Selling is 85% emotional and 15% logical. Forget everything you've been taught about selling -- forget the hardsell, forget negotiation strategies, forget those closing techniques. In The Inner Game of Selling, Ron Willingham debunks the familiar myths about "sales skills," showing that those tired methods are too shallow and manipulative to do anything but alienate potential customers and drain you of energy and dignity. Today's consumers are wise to the old-fashioned gimmicks, extremely informed about their options, and very particular about what they want. The old tricks simply do not work anymore. Willingham, author of Integrity Service and CEO of Integrity Systems, opens your eyes to a whole new truth about selling: Your ability to sell is more a question of who you are than of what you know. Accordingly, why you sell is far more important than how you sell. Salespeople perform according to their inner beliefs about themselves, about what it is possible for them to sell and earn, and about what they deserve to achieve. These beliefs set the boundaries of their self-image and ultimately determine their success or failure. Willingham has synthesized his decades of experience, field-tested research, and a career-long dedication to ethical and passionate salesmanship to arrive at the groundbreaking insight that you will sell at your highest level only when you achieve emotional and spiritual alignment. Your sense of your own self-worth combined with a belief in your product will inspire that crucial ingredient in potential customers: trust. The Inner Game of Selling shows you how to overcome self-limiting beliefs and move on to a new relationship with your customers and, more important, a new relationship with yourself. Your new inner strengths will truly benefit you and your customers in any sales situation. Willingham is at the leading edge of a values shift in sales culture, from product-focus to personal empowerment. The Inner Game of Selling establishes a groundbreaking new paradigm that will utterly transform the philosophy and practice of selling.

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Product Details :

Genre : Business & Economics
Author : Ron Willingham
Publisher : Simon and Schuster
Release : 2011-10-25
Total Pages : 288 Pages
ISBN : 9780743293839


Integrity Is Everything

Integrity Is Everything

A direct and modern application of timelessprinciples, used to gain success and self-mastery,as explained by direct-sales mentor and personal-growthexpert John Lavenia.

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Product Details :

Genre : Self-Help
Author : John Lavenia
Publisher : Booksurge Publishing
Release : 2009-01-08
Total Pages : 204 Pages
ISBN : 1439215960


The Best Seller

The Best Seller

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Product Details :

Genre : Selling
Author : Ron Willingham
Publisher : Prentice Hall
Release : 1984
Total Pages : 171 Pages
ISBN : 0130744441


Management Education For Integrity

Management Education For Integrity

Explains how curricula should be streamlined and rejuvenated to ensure a high level of integrity in management education, providing numerous examples of new tools, teaching methods, integrity sensitization and development exercises and ethical management education assessment approaches.

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Product Details :

Genre : Education
Author : Charles Wankel
Publisher : Emerald Group Publishing
Release : 2011-09-02
Total Pages : 276 Pages
ISBN : 9781780520681


The People Principle

The People Principle

A management consultant argues that more than 75% of companies who have downsized have not seen an improvement in their bottom line because they need to realize that, when treated correctly, employees are their most valuable and motivated resource. 20,000 first printing.

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Product Details :

Genre : Business & Economics
Author : Ron Willingham
Publisher : Macmillan
Release : 1997-10-15
Total Pages : 273 Pages
ISBN : 9780312168711