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Selling with Integrity: Reinventing Sales Through Collaboration, Respect, and Serving: Serving the Spirit in Business (AGENCY/DISTRIBUTED) - Hardcover
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 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. The Future of Staff Groups 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. The Future of Staff Groups 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
"synopsis" may belong to another edition of this title.
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.
"About this title" may belong to another edition of this title.
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Selling With Integrity
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Hardback. Condition: Very Good. 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. Seller Inventory # 00082476796
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Selling With Integrity
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Hardback. Condition: Good. 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. Seller Inventory # 00073214490
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Selling with Integrity: Reinventing Sales through Collaboration, Respect, and Serving
Published by
Berrett-Koehler Publishers, 1997
ISBN 10: 1576750175
ISBN 13: 9781576750179
Used
Hardcover
Seller: Orion Tech, Kingwood, TX, U.S.A.
Seller rating 5 out of 5 stars
hardcover. Condition: Fair. Seller Inventory # 1576750175-4-37262161
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Selling with Integrity: Reinventing Sales through Collaboration, Respect, and Serving
Published by
Berrett-Koehler Publishers, 1997
ISBN 10: 1576750175
ISBN 13: 9781576750179
Used
Hardcover
Seller: Once Upon A Time Books, Siloam Springs, AR, U.S.A.
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Hardcover. Condition: Good. This is a used book in good condition and may show some signs of use or wear . This is a used book in good condition and may show some signs of use or wear . Seller Inventory # mon0001031800
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Selling with Integrity: Reinventing Sales Through Collaboration, Respect, and Serving
Published by
Berrett-Koehler Publishers, 1997
ISBN 10: 1576750175
ISBN 13: 9781576750179
Used
Hardcover
Seller: ThriftBooks-Dallas, Dallas, TX, U.S.A.
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Hardcover. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G1576750175I4N00
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Selling With Integrity
Seller: World of Books Inc, Montgomery, IL, U.S.A.
Seller rating 4 out of 5 stars
Hardback. Condition: Good. 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. Seller Inventory # CIN1576750175G
Stock Image
Selling With Integrity
Seller: World of Books Inc, Montgomery, IL, U.S.A.
Seller rating 4 out of 5 stars
Hardback. Condition: Very Good. 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. Seller Inventory # CIN1576750175VG
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Selling with Integrity : Reinventing Sales Through Collaboration, Respect, and Serving
Published by
Berrett-Koehler Publishers, Incorporated, 1997
ISBN 10: 1576750175
ISBN 13: 9781576750179
Used
Hardcover
Seller: Better World Books, Mishawaka, IN, U.S.A.
Seller rating 5 out of 5 stars
Condition: Very Good. Former library copy. Pages intact with possible writing/highlighting. Binding strong with minor wear. Dust jackets/supplements may not be included. Includes library markings. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Seller Inventory # GRP98907889
Stock Image
Selling with Integrity : Reinventing Sales Through Collaboration, Respect, and Serving
Published by
Berrett-Koehler Publishers, Incorporated, 1997
ISBN 10: 1576750175
ISBN 13: 9781576750179
Used
Hardcover
Seller: Better World Books, Mishawaka, IN, U.S.A.
Seller rating 5 out of 5 stars
Condition: Very Good. Pages intact with possible writing/highlighting. Binding strong with minor wear. Dust jackets/supplements may not be included. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Seller Inventory # GRP76409791
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Selling with Integrity: Reinventing Sales Through Collaboration, Respect, and Serving: Serving the Spirit in Business (AGENCY/DISTRIBUTED)
Seller: AwesomeBooks, Wallingford, United Kingdom
Seller rating 5 out of 5 stars
Hardcover. Condition: Very Good. Selling with Integrity: Reinventing Sales Through Collaboration, Respect, and Serving: Serving the Spirit in Business (AGENCY/DISTRIBUTED) This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. Seller Inventory # 7719-9781576750179
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