Selling is 85% emotional and 15% logical.
Forget everything you've been taught about selling -- forget the hardsell, forget negotiation strategies, forget those closing techniques. In The Inner Game of Selling, Ron Willingham debunks the familiar myths about "sales skills," showing that those tired methods are too shallow and manipulative to do anything but alienate potential customers and drain you of energy and dignity.
Willingham, author of Integrity Service and CEO of Integrity Systems, draws on decades of experience to open your eyes to a whole new truth about selling: Your ability to sell is more a question of who you are than of what you know. Accordingly, why you sell is far more important than how you sell.
Salespeople perform according to their inner beliefs, which ultimately determine their success or failure; The Inner Game of Selling reveals how to overcome self-limiting beliefs, and tells you how to:
- Decide what you stand for
- Develop stronger levels of self-confidence
- Sell the way people want to buy
- Create real value for people, rather than merely sell another unit, product, or service
- Separate yourself from other, ordinary salespeople
- Experience more positive responses and respect from customers and clients
- Develop a dynamic prosperity consciousness that will continually expand
- Understand people and help them feel understood
- Overcome past blockages to your success
"Talk about a paradigm shift! This amazing book turns 'hard' selling on its head. 'Who I am' and 'why am I selling?' are far more important than 'what you know' and 'how to sell.' This philosophy beautifully summarizes Ron's remarkable professional success and contributions and clearly and compellingly demonstrates why 'inner selling' produces superior, sustained results and the fruits of peace of conscience." -- Stephen R. Covey, author of "The 7 Habits of Highly Effective People" and "The 8th Habit: From Effectiveness to Greatness"
"I have known Ron for many years. The depth of his knowledge of the sales process and clear understanding of what makes a successful salesperson is greater than that of any one I know. His latest book, "The Inner Game of Selling", goes well beyond many traditional beliefs and gets to the crux of what it takes to succeed in the field of sales." -- Barry Griswell, President & CEO, Principal Financial Group
"The words, thoughts, ideas, and developmental activities in Ron Willingham's latest book will help our sales associates achieve greater success. This book should be part of every salesperson's library." -- David Horowitz, SRVP Education, Coldwell Banker, NRT
"Ron Willingham's book is grounded in solid psychology, and it provides an elegant course in the most fundamental aspects of human performance. "The Inner Game of Selling" is a sophisticated message from a true expert. It's wise, clear, and cuts to the core of what makes a winner." -- Price Pritchett, Ph.D., Pritchett & Associates, Management Psychologists
""The Inner Game of Selling" crystallizes a breakthrough concept in selling. It is a unique approach to selling, unlike any other. Everyone in sales, or considering a career in sales, should read this book." -- Dennis Manning, CLU, ChFC, President and CEO, The Guardian Life Insurance Company
