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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 st 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 approachThe 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. "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


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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 st 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 approachThe 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. "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

36 review for Selling with Integrity: Reinventing Sales Through Collaboration, Respect, and Serving

  1. 4 out of 5

    Tom Behr)

    Sharon can get a little hung up on having the "best" answer to the question of how to sell, but all of her work is absolutely on target and extremely valuable. Sharon can get a little hung up on having the "best" answer to the question of how to sell, but all of her work is absolutely on target and extremely valuable.

  2. 4 out of 5

    Camden Argyle

    It felt like a lot of repetition, but it wasn't supposed to be a high impact professionally streamlined manual either, so i shouldnt judge it as one; it was almost a journal, very natural and straight from the mind, therefore making it more real. It felt like a lot of repetition, but it wasn't supposed to be a high impact professionally streamlined manual either, so i shouldnt judge it as one; it was almost a journal, very natural and straight from the mind, therefore making it more real.

  3. 4 out of 5

    Bill Donhiser

    Difficult book to finish. Good ideas but could have gotten most of it in a four page Executive Book Summary

  4. 4 out of 5

    Gordon W Miller

  5. 4 out of 5

    Semi-Academic Eric

  6. 4 out of 5

    Rickey

  7. 5 out of 5

    Maureen

  8. 4 out of 5

    Todd

  9. 4 out of 5

    Sharon Drew Morgen

  10. 5 out of 5

    Chris

  11. 5 out of 5

    John

  12. 5 out of 5

    Cynthia

  13. 5 out of 5

    Sarah

  14. 5 out of 5

    Ashley Powell

  15. 4 out of 5

    Robert Hambly

  16. 5 out of 5

    Bill Ellingboe

  17. 4 out of 5

    Monica Holbrook

  18. 4 out of 5

    Jolene

  19. 5 out of 5

    Laurie Johnson

  20. 4 out of 5

    Antonio

  21. 4 out of 5

    Mylene Bago

  22. 5 out of 5

    Thomas

  23. 5 out of 5

    Paul

  24. 4 out of 5

    Oresta

  25. 4 out of 5

    Jean

  26. 5 out of 5

    To

  27. 4 out of 5

    Brandon Clay

  28. 4 out of 5

    Robert

  29. 5 out of 5

    Khaled

  30. 4 out of 5

    Temisan Edema

  31. 4 out of 5

    Alex Bedford

  32. 5 out of 5

    Preet Paryani

  33. 4 out of 5

    Gary Kraase

  34. 4 out of 5

    Nikos Pavlopoulos

  35. 4 out of 5

    Kari Metzger

  36. 4 out of 5

    M.

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