Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy Kindle Edition

This book offers ideas to optimize a salesperson's mindset as well as their sales skills. It does a good job of integrating a number of different ideas from psychology, ranging from Maslow's hierarchy of needs, to the four behavior/communication styles, to self-limiting thoughts, to the different aspects of a human being, which the author labels "I think," "I feel," and "I am."The main sales theme of the book is how to become a valued sales consultant instead of an old-fashioned salesperson who uses outdated, manipulative gimmicks that often lead to either a win-lose or lose-win situation. It offers the classic consulting model about understanding where someone is now, listening to where they want to be, and working to close that gap.The author offers a six-step process that can be summed up with the acronym AID, INC:1. Approach: establish a good rapport with the other person or group.2. Interview: take the time to listen to people's needs and current level of urgency for a solution.3. Demonstrate: explain how your products/services meet the customer's unique needs.4. Val-I-date: establish your credibility before handling sales objections and discussing price.5. Negotiate: partner with the customer to develop win-win solutions to common sales objections.6. Close: only after completing all five steps listed above, ask some trial-closing questions to gain final opinions, and then close the sale.I'm a strong proponent of Integrity Selling because of its focus on consulting, listening, and win-win solutions. As long as you're implementing the ideas in the spirit they were offered, I think you'll enjoy tangible benefits in your career.

Wanted to learn how to overcome my fear of sales. This is a great book for reframing your approach and bringing in lots of great concepts like understanding other peoples communication styles. Very well done and I am sure it will be effective.

Willingham is a genius who stands on the shoulders of great inspirational thinkers, like Napoleon Hill, Earl Nightingale, Clement Stone, Steven Covey and others. He translates their philosophy into a "new" philosophy of selling that is appropriate for today's market. I say "new", but Willingham has been teaching these brilliant ideas since the early 80's believe it or not.People want to be respected and understood. They want sales people to consult with them and provide the best solutions in the industry.There are 10 Integrity Selling Values and Ethics1. Selling is a mutual exchange of value.2. Selling isn't something you do to people; it's something you do for and with them.3. Developing trust and rapport precedes any selling activity.4. Understanding people's wants or needs must always precede attempts to sell.5. Selling techniques give way to values-driven principles.6. Truth, respect, and honesty provide the basis for long-term selling success.7. Ethics and values contribute more to sales success than do techniques or strategies.8. Selling pressure is never exerted by the salesperson. It's exerted only by customers when they perceive they want or need the item being recommended.9. Negotiation is never manipulation. It's always a strategy to work out problems -- when customers want to work out the problems.10. Closing is a victory for both the salesperson and the customer.I'm spending several weeks building the ideas in this book into my profession with my business coach, Bob Arzt at [...]

I have read a dozen .. maybe dozens .. of sales methodology books. This is simple and intuitive, with a focus on (wait for it) the customer's needs. Quick and easy read with some good tidbits.

It is our training manual...

This book and Integrity Selling® changed my life and many of those who have read it and received the training. This is probably the book I would recommend above almost any other I've read. Ron Willingham is a genius as well as a fine gentleman.

As described.

It’s a good book- fast read!

It is a good book for people that have not realised yet that your job is better when you want to help people not just sell things. I only recommend this for people that are in a need to change their mindset, not ones that are looking to further their helping skills and ideas.

A bit pricey but I think it’s worth the money if you are new to sales and need some guidance on how not to be too salesman like.

Excellent book for tenured as well as less experienced sales people. Attitude is everything

Fantastic book! The sales conruence model is powerful in helping to understand yourself and others as it relates to sales profession.The four characteristics of top people is nicely covered along with the AIDINC model!Dave B.

Nice guideline and it works