Selling with Integrity: Reinventing Sales through Collaboration, Respect, and Serving

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9781576750179: Selling with Integrity: Reinventing Sales through Collaboration, Respect, and Serving
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Introduces a fresh approach to the art of selling -- where the buyer's needs count for more than the seller's
-- Introduces the ""Buying-Facilitation"" technique, based on mutual respect, collaboration, trust, honor, and service
-- Shows sellers how to find appropriate buyers and weed out inappropriate ones quickly, vastly reducing the sales cycle
-- Schematic drawings, case studies, and ""skill sets"" help the reader master the author's sales approach
The traditional sales model involves convincing and coercing buyers into believing they can't live without what sellers have to offer. According to this view, the seller and the product are at the center of the process, and the buyer's interests are marginal: a successful seller is one who can create a ""need"" where none exists.

Selling with Integrity is based on the author's belief that closing the sale is less important than respecting the interests of the buyer. Morgen argues that the seller's primary responsibility is to the buyer. Both are well served by the author's ""Buying-Facilitation"" technique, where service is the goal, discovery is the outcome, and the solution may or may not be a sale.

Buyers "win" by having their needs met. Sellers "win" by getting to work within their value systems and by expediting the decision-making process with appropriate prospective buyers. This frank assessment of the potential buyer's needs involves cooperation rather than confrontation, creating a better overall experience.

Morgen's approach restores to the job of selling the honesty, integrity, and humanity that are missing from traditional sales techniques.

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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. Morgen also runs learning-based sales seminars that integrate company vision with sales.

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Other Popular Editions of the Same Title

9780425171561: Selling with Integrity: Reinventing Sales Through Collaboration, Respect, and Serving

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ISBN 10:  0425171566 ISBN 13:  9780425171561
Publisher: Berkley Books, 1999
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9781583764497: Selling with Integrity

Berkle..., 1999
Softcover

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Book Description Berrett-Koehler Publishers. Hardcover. Condition: New. 243 pages. Dimensions: 9.0in. x 5.8in. x 0.8in.Introduces a fresh approach to the art of selling -- where the buyers needs count for more than the sellers-- Introduces the Buying-Facilitation technique, based on mutual respect, collaboration, trust, honor, and service-- Shows sellers how to find appropriate buyers and weed out inappropriate ones quickly, vastly reducing the sales cycle-- Schematic drawings, case studies, and skill sets help the reader master the authors sales approachThe traditional sales model involves convincing and coercing buyers into believing they cant live without what sellers have to offer. According to this view, the seller and the product are at the center of the process, and the buyers interests are marginal: a successful seller is one who can create a need where none exists. Selling with Integrity is based on the authors belief that closing the sale is less important than respecting the interests of the buyer. Morgen argues that the sellers primary responsibility is to the buyer. Both are well served by the authors Buying-Facilitation technique, where service is the goal, discovery is the outcome, and the solution may or may not be a sale. Buyers win by having their needs met. Sellers win by getting to work within their value systems and by expediting the decision-making process with appropriate prospective buyers. This frank assessment of the potential buyers needs involves cooperation rather than confrontation, creating a better overall experience. Morgens approach restores to the job of selling the honesty, integrity, and humanity that are missing from traditional sales techniques. Selling with Integrity not only offers a model of how to bring soul intosales, it teaches the hands-on skills to do it. -- Jack Canfield, coauthor, Chicken Soup for the Soul This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Hardcover. Seller Inventory # 9781576750179

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