Integrity Selling for the 21st Century: How to Sell the

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Item number:	370249633201
Item location:	portland, OR, United States
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Item specifics - Nonfiction Books

Author:	Ron Willingham	Edition:	1
Publisher:	Doubleday	Edition Description:	Illustrated
ISBN-10:	0385509561	Category:	Business & Economics
ISBN-13:	9780385509565		--
Format:	Hardcover		--
Publication Year:	2003	Condition:	Good
Special Attributes:	--

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Synopsis
Ron Willingham, whose popular INTEGRITY SELLING has become a classic on the art of the sell, returns to the ideas in that work, updating them for changing markets. INTEGRITY SELLING FOR THE 21ST CENTURY offers salespeople a blueprint for integrating ethical values and business objectives. Salespeople are prompted to create a "match" between their personal values and the values inherent in what they sell, and to build relationships based on trust. The book includes examples of different sales models, focusing on values, behavior styles, and customer needs. Salespeople of all levels may use this book, which was written to apply to many types of businesses.
Size
Length:	210 pages
Height:	9.8 in.
Width:	6.3 in.
Thickness:	1.0 in.
Weight:	15.7 oz.

Publisher's Note
“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.

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

Ron Willingham

Book Notes:
Binding:	Hardcover
Book Condition:	Good
Jacket Condition:	Good

ISBN:	0385509561
Publication Date:	2003-06-17
Publisher:	Doubleday Business

Pages:	240
Height:	1.0000 inches
Width:	6.2000 inches
Weight:	0.9500 pounds

About Powell's Books

From humble storefront beginnings in 1971, on a quiet corner of northwest Portland, Oregon, Powell's Books has grown into one of the world's great bookstores, with six locations in the Portland-metropolitan area. Plus, we've been filling orders online since 1994, so you can be sure your order will be handled in the most experienced and professional manner.

Money Back Guarantee

Your total satisfaction is our goal. If you are unhappy with your purchase for any reason, simply return the book in its original condition within two weeks of order, and we'll credit your account for the full amount of the title. Read more here.

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All orders are shipped from Portland, Oregon. While the overwhelming majority of packages shipped via Standard shipping arrive within the time specified above, in rare cases shipments can take 3 to 5 weeks to arrive. Please note: At this time, we ship only within the United States. Shipments to Alaska, Hawaii, and APO/FPO addresses are shipped via our Standard option.

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