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Most helpful customer reviews
5.0 out of 5 stars
A Cornerstone of Continuing Your Sales Education,
By
This review is from: Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy (Hardcover)
In just under 200 pages Willingham lays out the principles that one needs to follow if you want a long-term successful career in sales. Key to his philosophy is his "Sales Congruence Model" illustrated on page 44. Customer centricity is important to Willingham for he believes that focusing on filling customers' needs and wants will make you far more successful than focusing on your company's product or service features.A second key concept for Willingham is "Sales Power" which is released to the extent that your desire for the rewards of higher goals excites, energizes and motivates you to learn, grow and stretch. Willingham's book "Integrity Selling for the 21st Century" can help energize anyone's sales career and should be a must read for anyone considering themselves a sales professional. [...]
5.0 out of 5 stars
"Integrity" says it all,
By Sales Trainer "Sales Development" (North Carolina) - See all my reviews
This review is from: Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy (Hardcover)
If you are in sales and you want a system that truly focuses on the needs and wants of the prospect, this book is for you. It'll help you feel good about what you do and, more importantly, it'll help your customers feel good about what you do.You'll position yourself as someone who genuinely wants to do what's best for the customer, and that will make you easy to do business with and easy to refer to others. I've worked with this system since Ron's first book came out. Sales people of all experience levels have the same response - this works and people buy because they know I am interested in them. This book is better than the first one, and in my opinion will increase your production through providing value to the customer.
5.0 out of 5 stars
Conscious Competency,
By Robert S. Verhey (Hilton Head Island, SC, USA) - See all my reviews
This review is from: Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy (Hardcover)
We all sell everyday even though most of us have never had a sales territory. And we have been successful in selling our ideas, our strategic initiatives, our companies and ourselves. We have been successful because we are competent in creating value for others, and we do this naturally, unconsciously. The value of "Integrity Selling" is that it gives context and consciousness to these natural competencies. The result is logic and understanding behind our approach that takes our success to even higher levels. Understanding why we succeed in selling our points-of-view and moving people to action is a powerful gift Mr. Willingham gives to us through his new book. And once understood, we become even better!
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