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Synopsis
Selling with Integrity introduces The Morgen Buying Facilitation Method?, the first wholly new sales paradigm based on the idea that buyers have their own answers. Teaching sellers to support buyers' buying patterns, rather than teaching new selling patterns, international speaker and entrepreneur Sharon Morgen offers step-by-step guidelines, practical how-to's and numerous examples of this remarkably effective method in action. Using Buying Facilitation, you can: * Get to the right person immediately
* Eliminate unqualified prospects on the first call
* Facilitate a buyer's solution-finding process
* Stop rejection and objections
* Decrease sales cycle by at least 50%, increase revenue by 200 to 500%.
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Review
The sales floor is rarely associated with spiritual values, much less with integrity. Nonetheless, entrepreneur and sales trainer Sharon Drew Morgen believes it is entirely possible for sellers and buyers to experience both--while still meeting their individual mercantile needs. In Selling With Integrity: Reinventing Sales Through Collaboration, Respect, and Serving, she persuasively outlines a revolutionary "Buying Facilitation" approach that remakes a traditional adversarial relationship into one marked by genuine collaboration and honest consideration.
About the Author
Sharon Drew Morgen, the author of Sales on the Line and a former stockbroker at Merrill Lynch, is an international entrepreneur, speaker, and sales trainer. Her current clients include IBM, Dreyfus-Mellon, Boston Scientific, Dean Witter Reynolds, The Bureau of National Affairs, and The Vendo Company.
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- PublisherBerkley Books
- Publication date1999
- ISBN 10 0425171566
- ISBN 13 9780425171561
- BindingPaperback
- LanguageEnglish
- Number of pages243
- Rating
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Selling with Integrity: Reinventing Sales Through Collaboration, Respect, and Serving
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ISBN 13: 9780425171561
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Selling with Intergrity : Reinventing Sales Through Collaboration, Respect, and Serving
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