Selling With Integrity: Reinventing Sales through Collaboration, Respect, and Serving [Hardcover]

Morgen's "Selling With Integrity" in fact shares quite a bit of common ground with "Solution Selling"--certainly more than Morgen would agree upon. Morgen's advice regarding effective listening and questioning has notable similarities with Bosworth's "9 Steps" which guide a sales lead to "discovery" or "buying vision" depending on the jargon you prefer. Both books advise sellers not to say "We can do that" or "I have exactly what you need"--Morgen clearly agreeing with Bosworth's "diagnose before you prescribe" point. And I believe that "Solution Selling" fully addresses Morgen's very valid concerns about sales ethics and trustworthiness.

Morgen explains that her Buying Facilitation model is superior to Solution Selling because Solution Selling always strives to help guide the customer back to your product. Morgen does not assume that. My response is, what's wrong with that? I think this difference Morgen makes is not material.

Also more food for thought: would a salesperson armed with only the "Selling With Integrity" framework be effectively prepared for hardline end-run negotiation tactics from the buyer? Peruse "Solution Selling" on the subject of negotiation and you will see what I mean.

If you have read this book, I encourage you to read Solution Selling, which I believe has more in-depth tools to help people sell effectively. And yes, with integrity too.

BTW, I have no affiliation with Solution Selling of any kind...! Good selling to all!<P(...) there is no single "one size fits all" book for selling (or any subject!), but dismissing the possibility of the buyer utilizing tough negotiation tactics to slash your price as irrelevant...(...).

BTW, I also had cut my rating from original 3 stars to 2 (...)as I realized from experience and success with Solution Selling that Morgen's book is fine, but is IMHO not the next step beyond Solution Selling as she describes it. If we could add half-stars, I'd give the book 2 1/2. Tell ya what, I'm going to split the difference and "round it" back up to 3 stars today. Anyway, I wish good selling to all!

The key is letting go of your "sales" agenda and actually adopting or discovering the customers agenda... while maintaining total objectivity. Really getting to the point of wanting a prospect to make their best decision is hard. If their issues can be solved without using your products or services, that's their best decision. So if they can solve thier problems with the resources they currently have in place (and don't need you) so be it. You have to walk away... or ask for referrals to someone else who might benefit from going through the process.

If you have prior sales training of any sort, you have to unlearn first and empty your cup. Repition is the mother of all learning, so be prepared to practice, practice, practice. It's been very difficult for me. But buying this book was one of the best decisions in my sales career.

Dates: August 11-13, 2003, Los Angeles
Seating is limited, reserve your place now by e-mailing sdm AT austin.rr DOT com. Include your name & phone number.

For more info: (w's) newsalesparadigm DOT com.
Chapters of her new e-book, available at above website and soon Amazon.com

See you there! Kathleen