Home » Selling with Integrity: Reinventing Sales Through Collaboration, Respect, and Serving by Sharon Drew Morgen
Selling with Integrity: Reinventing Sales Through Collaboration, Respect, and Serving Sharon Drew Morgen

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

Sharon Drew Morgen

Published
ISBN : 9781576750179
Hardcover
243 pages
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 About the Book 

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 toMoreIntroduces 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.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