Selling with Integrity: Reinventing Sales Through Collaboration, Respect, and Serving: Serving the Spirit in Business (AGENCY/DISTRIBUTED)
Language: English
Published by Berrett-Koehler Publishers, 1997
- Hardcover
- Used
Seller: WeBuyBooks, Rossendale, LANCS, United KingdomWeBuyBooks
AbeBooks seller since November 14, 2005
Condition: Used - Very good
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Most items will be dispatched the same or the next working day. A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged.
Seller Inventory # rev6847282205
- Title
- Selling with Integrity: Reinventing Sales Through Collaboration, Respect, and Serving: Serving the Spirit in Business (AGENCY/DISTRIBUTED)
- Author
- Sharon Drew Morgen
- Publisher
- Berrett-Koehler Publishers
- Publication year
- 1997
- Condition
- Very Good
- Binding
- hardcover
- Language
- English
- ISBN 10
- 1576750175
- ISBN 13
- 9781576750179
- Item weight
- 510 grams
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
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WeBuyBooks
Rossendale, LANCS, United Kingdom
AbeBooks seller since November 14, 2005
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