Selling With Integrity: Reinventing Sales Through Collaboration, Respect, and Se

Description: Selling With Integrity by MORGEN The traditional sales model involves convincing and coercing buyers into believing they cant live without what sellers have to offer. This title 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. FORMAT Hardcover LANGUAGE English CONDITION Brand New Publisher Description 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. Author Biography 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. Table of Contents Part 1 A new relationship-based, solution-focused sales approach: the buyer taught me how to sell; taking your values to work; the principles of buying facilitation; comparing the past, present and future of sales; the seller as servant. Part 2 The components of buying facilitation: the factors in the buying decision process; how people buy; creating a relationship of trust and collaboration; supporting the process of discovery; formulating the right questions; listening skills. Part 3 being a buying facilitator: using buying facilitation - putting the skills together; strengthening customer service through buying facilitation; case comparisons - buying facilitation, traditional sales and consultative sales; managing salespeople in a buying facilitation environment; buying facilitation in action - on-the-phone, face-to-face, and across sales contexts; reinventing business by reinventing sales. Review "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 Review Quote "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 Details ISBN1576750175 Short Title SELLING W/INTEGRITY Language English ISBN-10 1576750175 ISBN-13 9781576750179 Media Book Format Hardcover DEWEY 658.85 Year 1997 Imprint Berrett-Koehler Place of Publication San Francisco Country of Publication United States Series Berrett-koehler Subtitle Reinventing Sales Through Collaboration, Respect, and Serving DOI 10.1604/9781576750179 UK Release Date 1997-03-01 AU Release Date 1997-03-01 NZ Release Date 1997-03-01 US Release Date 1997-03-01 Narrator Sarah Ridgeway Illustrator Paolo Villanelli Affiliation Lecturer, University of Fort Hare Position Professor Qualifications J.D. Author MORGEN Pages 272 Publisher Berrett-Koehler Publication Date 1997-03-01 Audience General We've got this At The Nile, if you're looking for it, we've got it. With fast shipping, low prices, friendly service and well over a million items - you're bound to find what you want, at a price you'll love! TheNile_Item_ID:141746557;

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