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Selling with Integrity: Reinventing Sales Through Collaboration, Respect, and Serving (Hardcover)

Sharon Drew Morgen

19 ratings by Goodreads
ISBN 10: 1576750175 / ISBN 13: 9781576750179
New Condition: New Hardcover
From Grand Eagle Retail (Wilmington, DE, U.S.A.)

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Hardcover. 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.Shipping may be from multiple locations in the US or from the UK, depending on stock availability. 243 pages. 0.540. Bookseller Inventory # 9781576750179

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Title: Selling with Integrity: Reinventing Sales ...

Binding: Hardcover

Book Condition:New

About this title

Synopsis:

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.

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.

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