Integrity Selling For The 21st Century

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Integrity Selling for the 21st Century

Author : Ron Willingham
Publisher : Crown Currency
ISBN 13 : 0385509561
Total Pages : 239 pages
Book Rating : 4.3/5 (855 download)

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Book Synopsis Integrity Selling for the 21st Century by : Ron Willingham

Download or read book Integrity Selling for the 21st Century written by Ron Willingham and published by Crown Currency. This book was released on 2003-06-17 with total page 239 pages. Available in PDF, EPUB and Kindle. Book excerpt: “I have observed several hundred salespeople who were taught to use deceptive practices like ‘bait and switch’ and encouraged to play negotiation games with customers... In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher.” — Ron Willingham If you’ve tried manipulative, self-focused selling techniques that demean you and your customer, if you’ve ever wondered if selling could be more than just talking people into buying, then Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs — and believing that you can meet those needs — will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap the rewards of high sales. Since the publication of Ron Willingham’s enormously successful first book, Integrity Selling, his sales program has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the American Red Cross and the New York Times. In his new book, Integrity Selling for the 21st Century, Willingham explains how his selling system relates to today’s business climate — when the need for integrity is greater than ever before. Integrity Selling for the 21st Century teaches a process of self-evaluation to help you become a stellar salesperson in any business climate. Once you’ve established your own goals and personality traits, you’ll be able to evaluate them in your customers and adapt your styles to create a more trusting, productive relationship. Drawing upon Willingham’s years of experience and success stories from sales forces of the more than 2,000 companies that have adopted the Integrity Selling system, Ron Willingham has created a blueprint for achieving success in sales while staying true to your values.

Integrity Selling

Author : Ron Willingham
Publisher : Main Street Books
ISBN 13 :
Total Pages : 172 pages
Book Rating : 4.3/5 (9 download)

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Book Synopsis Integrity Selling by : Ron Willingham

Download or read book Integrity Selling written by Ron Willingham and published by Main Street Books. This book was released on 1989 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Integrity Selling" offers a practical, six-step program that focuses on today's more sophisticated customer. From initial contact to the close, the customer's needs are always at the forefront. Illustrated.

Selling with Integrity

Author : Sharon Drew Morgen
Publisher : Berrett-Koehler Publishers
ISBN 13 : 9781576750179
Total Pages : 278 pages
Book Rating : 4.7/5 (51 download)

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Book Synopsis Selling with Integrity by : Sharon Drew Morgen

Download or read book Selling with Integrity written by Sharon Drew Morgen and published by Berrett-Koehler Publishers. This book was released on 1997-03 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: Filled with in-depth examples of Buying Facilitation in action, Selling with Integrity details a practical questioning and listening process which facilitates buyers in understanding their complex buying environments.

The Inner Game of Selling

Author : Ron Willingham
Publisher : Simon and Schuster
ISBN 13 : 0743293835
Total Pages : 329 pages
Book Rating : 4.7/5 (432 download)

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Book Synopsis The Inner Game of Selling by : Ron Willingham

Download or read book The Inner Game of Selling written by Ron Willingham and published by Simon and Schuster. This book was released on 2011-10-25 with total page 329 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling is 85% emotional and 15% logical. Forget everything you've been taught about selling -- forget the hardsell, forget negotiation strategies, forget those closing techniques. In The Inner Game of Selling, Ron Willingham debunks the familiar myths about "sales skills," showing that those tired methods are too shallow and manipulative to do anything but alienate potential customers and drain you of energy and dignity. Today's consumers are wise to the old-fashioned gimmicks, extremely informed about their options, and very particular about what they want. The old tricks simply do not work anymore. Willingham, author of Integrity Service and CEO of Integrity Systems, opens your eyes to a whole new truth about selling: Your ability to sell is more a question of who you are than of what you know. Accordingly, why you sell is far more important than how you sell. Salespeople perform according to their inner beliefs about themselves, about what it is possible for them to sell and earn, and about what they deserve to achieve. These beliefs set the boundaries of their self-image and ultimately determine their success or failure. Willingham has synthesized his decades of experience, field-tested research, and a career-long dedication to ethical and passionate salesmanship to arrive at the groundbreaking insight that you will sell at your highest level only when you achieve emotional and spiritual alignment. Your sense of your own self-worth combined with a belief in your product will inspire that crucial ingredient in potential customers: trust. The Inner Game of Selling shows you how to overcome self-limiting beliefs and move on to a new relationship with your customers and, more important, a new relationship with yourself. Your new inner strengths will truly benefit you and your customers in any sales situation. Willingham is at the leading edge of a values shift in sales culture, from product-focus to personal empowerment. The Inner Game of Selling establishes a groundbreaking new paradigm that will utterly transform the philosophy and practice of selling.

Authenticity

Author : Ron Willingham
Publisher : Penguin
ISBN 13 : 0698153057
Total Pages : 338 pages
Book Rating : 4.6/5 (981 download)

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Book Synopsis Authenticity by : Ron Willingham

Download or read book Authenticity written by Ron Willingham and published by Penguin. This book was released on 2014-05-06 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most sales training focuses on getting to know the product, analyzing the market, and identifying the competition, but there is more to sales success than that. Successful selling takes three types of preparation: • The what: knowing the product, the industry, and the competition • The how: applying the knowledge, enhancing social interaction, developing relationships, and dealing with emotional ups and downs • The why: understanding the customer’s purpose, intention, values, inner belief boundaries, and self-value Emotional factors are powerful contributors to sales success. In this book, you will go beyond the what to the how and why, and learn whole-being selling—selling that utilizes the head, heart, and soul and brings mental, emotional, and spiritual forces together. in Authenticity, sales expert Ron Willingham shares new discoveries about the deeper causes of sales success or failure, and offers a step-by-step guide to: • Develop stronger client relationships through enhanced social skills • Increase the value you bring to customers (and feel more worthy of success and compensation) • Boost sales by learning and applying the fundamentals of client-focused selling

Integrity Service

Author : Ron Willingham
Publisher : Simon and Schuster
ISBN 13 : 0743281756
Total Pages : 292 pages
Book Rating : 4.7/5 (432 download)

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Book Synopsis Integrity Service by : Ron Willingham

Download or read book Integrity Service written by Ron Willingham and published by Simon and Schuster. This book was released on 2005-10-03 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: Every company today recognizes the importance of good customer service and putting the customer first. Why, then, do service people so often treat us as though we're supposed to serve them, rather than the opposite? How often do we feel neglected, frustrated, or just plain unhappy -- wondering what happened to basic civility and common courtesy? Why do things seem to be getting worse rather than better? And how can businesses train employees to offer customers the courtesy and attention they are entitled to? Ron Willingham, whose seminars and training sessions have helped big companies around the world change their employees' behavior, offers a new and subtler way of looking at customer service. Instead of the traditional "paint an artificial smile on your face" approach, Integrity Service brings the whole person into the service experience, showing that good customer relationships grow from employees' beliefs about who they are and what's possible for them to achieve, what career rewards they deserve, and what value they can give customers. Integrity Service presents fundamental principles that lead to individual success and gives readers specific action guidelines for on and off the job. Willingham's documented success through his seminars and programs ensures that the hands-on help in this book will bring employees and managers to a new understanding of the nature of service. In a world of automated phone systems and constantly frustrated customers, Ron Willingham provides a proven program that empowers employees to provide the superior service that people really want and deserve.

Masters of Sales

Author : Ivan Misner
Publisher : Entrepreneur Press
ISBN 13 : 161308143X
Total Pages : 322 pages
Book Rating : 4.6/5 (13 download)

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Book Synopsis Masters of Sales by : Ivan Misner

Download or read book Masters of Sales written by Ivan Misner and published by Entrepreneur Press. This book was released on 2007-08-01 with total page 322 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sold! The magic word. The holy grail. Why are some salespeople remarkably successful, while others make call after call with no results? How do some turn any no into a yes, while others can’t even get their foot in the door? For the first time, more than 70 of the most successful salespeople in the world have come together to reveal their secrets to success. You’ll learn what makes these outstanding sellers true masters of their craft—and how you can adapt the masters’ tactics for your own. Learn Martha Stewart’s secrets to promoting yourself as an expert. Discover the 11 key questions to ask from Harvey McKay. Get Anthony Parinello’s advice on selling to CEOs. Be trained in guerrilla tactics for direct selling from Jay Conrad Levinson. Find out Brian Tracy’s secrets on the psychology of selling. Bursting with valuable advice from Jack Canfield, Anthony Robbins, Keith Ferrazzi, Tom Hopkins, Al Lautenslager and more than 60 other masters of the art of selling, this exclusive compilation of the best sales strategies ever known puts you on the fast track to sales success.

Human Resources in the 21st Century

Author : Marc Effron
Publisher : John Wiley & Sons
ISBN 13 : 9780471434214
Total Pages : 360 pages
Book Rating : 4.4/5 (342 download)

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Book Synopsis Human Resources in the 21st Century by : Marc Effron

Download or read book Human Resources in the 21st Century written by Marc Effron and published by John Wiley & Sons. This book was released on 2003-04-30 with total page 360 pages. Available in PDF, EPUB and Kindle. Book excerpt: New and faster technology, redefined values, and shifting customer demands are changing the way businesses operate in the twenty-first century. Human resources and business leaders are faced with the challenge of redefining their strategies on leadership, talent, and diversity, while evaluating their operational effectiveness. This book presents the compelling contributions of thought leaders-such as David Ulrich, Rosabeth Moss Kanter, and Jeffrey Pfeffer-who offer a road map for what these leaders can expect. Renowned HR executives also provide their expert advice and prescriptions for the future. The nature of human resources will continue to evolve as the new century progresses-with this book, HR professionals can change with it. Marc Effron (Darien, CT) is the Global Practice Leader for Hewitt Associates Leadership Practice. His leadership work centers on helping organizations attract, develop and retain top leadership talent. Robert Gandossy (Redding, CT) heads Hewitt's Global Practice Leaders for Talent and has over twenty years' experience in human resources, leadership, and change management. Marshall Goldsmith (Santa Fe, CA) is a founding Director of The Alliance for Strategic Leadership, a consulting organization.

Retailing in the 21st Century

Author : Manfred Krafft
Publisher : Springer Science & Business Media
ISBN 13 : 3540720030
Total Pages : 458 pages
Book Rating : 4.5/5 (47 download)

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Book Synopsis Retailing in the 21st Century by : Manfred Krafft

Download or read book Retailing in the 21st Century written by Manfred Krafft and published by Springer Science & Business Media. This book was released on 2009-12-17 with total page 458 pages. Available in PDF, EPUB and Kindle. Book excerpt: With crisp and insightful contributions from 47 of the world’s leading experts in various facets of retailing, Retailing in the 21st Century offers in one book a compendium of state-of-the-art, cutting-edge knowledge to guide successful retailing in the new millennium. In our competitive world, retailing is an exciting, complex and critical sector of business in most developed as well as emerging economies. Today, the retailing industry is being buffeted by a number of forces simultaneously, for example the growth of online retailing and the advent of ‘radio frequency identification’ (RFID) technology. Making sense of it all is not easy but of vital importance to retailing practitioners, analysts and policymakers.

Winning with Integrity

Author : Leigh Steinberg
Publisher : Three Rivers Press (CA)
ISBN 13 :
Total Pages : 260 pages
Book Rating : 4.:/5 ( download)

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Book Synopsis Winning with Integrity by : Leigh Steinberg

Download or read book Winning with Integrity written by Leigh Steinberg and published by Three Rivers Press (CA). This book was released on 1999 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: Orientation - Preparation - Positioning - The encounter - Making the deal - The twelve essential rules of negotiation.

The Psychology of Selling

Author : Brian Tracy
Publisher : Thomas Nelson Inc
ISBN 13 : 0785288066
Total Pages : 240 pages
Book Rating : 4.7/5 (852 download)

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Book Synopsis The Psychology of Selling by : Brian Tracy

Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

The People Principle

Author : Ron Willingham
Publisher : Macmillan
ISBN 13 : 0312168713
Total Pages : 273 pages
Book Rating : 4.3/5 (121 download)

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Book Synopsis The People Principle by : Ron Willingham

Download or read book The People Principle written by Ron Willingham and published by Macmillan. This book was released on 1997-10-15 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: The management consultant to IBM, Chevrolet and Mass Mutual offers practical, step-by-step tips for motivating employees. Whether you manage two people or 2,000, in a cottage industry or a Fortune 500 company, Willingham's program will help you maximize your employees' productivity, and in doing so, boost your career and your company's bottom line.

Integrity Is a Growth Market

Author : Alan Kolp
Publisher : Atomic Dog Pub Incorporated
ISBN 13 : 9781592602476
Total Pages : 226 pages
Book Rating : 4.6/5 (24 download)

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Book Synopsis Integrity Is a Growth Market by : Alan Kolp

Download or read book Integrity Is a Growth Market written by Alan Kolp and published by Atomic Dog Pub Incorporated. This book was released on 2005-09 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt:

The Internet of Women - Accelerating Culture Change

Author : Nada Anid
Publisher : CRC Press
ISBN 13 : 100079203X
Total Pages : 208 pages
Book Rating : 4.0/5 (7 download)

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Book Synopsis The Internet of Women - Accelerating Culture Change by : Nada Anid

Download or read book The Internet of Women - Accelerating Culture Change written by Nada Anid and published by CRC Press. This book was released on 2022-09-01 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: Female scientists, technologists, engineers, and mathematicians worldwide are making historic contributions to their fields. The modern workforce is closer to gender-equal than it has ever been, and many efforts are in place to support further progress. The Internet of Women provides an exciting look at personal narratives and case studies of female leaders and cultural shifts around the globe that illustrate this promising trend. From the United Nations' emphasis on girls and technology education in the SDGs (Sustainable Development Goals) to the increased female labor force in Zambia, a policy change that was inspired by the MDGs (UN Millennial Development Goals), The Internet of Women captures stunning examples of progress from around the world and men working hand in hand with women advocating for cultural change. Scholars and practitioners lament the lack of women leading and working in leading organizations in the technology industry. Gender equality and female participation in the tech field is critical to both developing and developed economies; nevertheless, this gap remains a global phenomenon. The lack of female leadership is particularly extreme at the highest echelons of leading technology organizations. Few publicly traded tech companies have female CEOs - in fact, most nations have zero female leadership in the tech industry. This gap does indicate a slow pace of progress for gender equality in tech employment. Women's pay still lags nearly a decade behind, according to the World Economic Forum, meaning that women's on average pay today is the equivalent to that of similarly qualified and similarly employed men in 2006. Without significant progress, the current rate of change will not lead to parity for 118 years, according to the World Economic Forum (WEF). However there's significant work being done to shift this tide. Take for instance Michelle Lee, the first female Under Secretary of Commerce for Intellectual Property and Director of the United States Patent and Trademark Office (USPTO), reflects on her childhood Girl Scout badge in sewing and cooking and how that memory inspired to create an IP badge that exposes young women to the process of invention. Social entrepreneur, investor, and Malala Fund co-founder Shiza Shahid shares her efforts beginning from mentoring young women in Pakistan to her current work directing more investment to women innovators around the globe. And Elizabeth Isele, a senior fellow in Social Innovation at Babson College, shares her research on women and ageism saying we need to retire the word retirement. The book is divided into six parts, each with unique areas of focus:• Millennials Leading: Exploring Challenges and Opportunities Facing the Next Generation of Women in Technology• Men and Women Empowering One Another• Bold Leadership: Women Changing the Culture of Investment and Entrepreneurship• Educating for the 21st Century• Breaking the Glass Ceiling: A Generation of Women Forging into Technology Leadership• Emerging Fields of TechnologyThe Internet of Women gathers examples about the increasingly inclusive and progressive gender culture in technology from over 30 countries. Stories range from an entrepreneur in Dubai partnering with private and public sector entities to accelerate blockchain technology to a young British woman moving to Silicon Valley to launch an artificial intelligence platform and incubator. The book is intended for corporations, academic institutions, the private sector, government agencies, gender experts, and the general public, and its key benefit is to let the reader understand a path towards implementing diversity overall globally. It also showcases the strategies, tools, and tactical execution on how create cultural change in all parts of the world.

Hey, I'm the Customer

Author : Ron Willingham
Publisher : Prentice Hall Press
ISBN 13 :
Total Pages : 228 pages
Book Rating : 4.:/5 (31 download)

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Book Synopsis Hey, I'm the Customer by : Ron Willingham

Download or read book Hey, I'm the Customer written by Ron Willingham and published by Prentice Hall Press. This book was released on 1992 with total page 228 pages. Available in PDF, EPUB and Kindle. Book excerpt: In an increasingly competitive economy, superior service is the key to attracting and retaining customers. Now a veteran sales trainer shows managers, supervisors, business owners, and particularly front-line service providers precisely how to focus on customer needs and give today's demanding and selective buyers the end-result benefits they expect. Line drawings.

Trick Mirror

Author : Jia Tolentino
Publisher : Random House
ISBN 13 : 0525510559
Total Pages : 322 pages
Book Rating : 4.5/5 (255 download)

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Book Synopsis Trick Mirror by : Jia Tolentino

Download or read book Trick Mirror written by Jia Tolentino and published by Random House. This book was released on 2019-08-06 with total page 322 pages. Available in PDF, EPUB and Kindle. Book excerpt: NEW YORK TIMES BESTSELLER • “From The New Yorker’s beloved cultural critic comes a bold, unflinching collection of essays about self-deception, examining everything from scammer culture to reality television.”—Esquire Book Club Pick for Now Read This, from PBS NewsHour and The New York Times • “A whip-smart, challenging book.”—Zadie Smith • “Jia Tolentino could be the Joan Didion of our time.”—Vulture FINALIST FOR THE NATIONAL BOOK CRITICS CIRCLE’S JOHN LEONARD PRIZE FOR BEST FIRST BOOK • NAMED ONE OF THE TEN BEST BOOKS OF THE YEAR BY THE NEW YORK PUBLIC LIBRARY AND HARVARD CRIMSON AND ONE OF THE BEST BOOKS OF THE YEAR BY The New York Times Book Review • Time • Chicago Tribune • The Washington Post • NPR • Variety • Esquire • Vox • Elle • Glamour • GQ • Good Housekeeping • The Paris Review • Paste • Town & Country • BookPage • Kirkus Reviews • BookRiot • Shelf Awareness Jia Tolentino is a peerless voice of her generation, tackling the conflicts, contradictions, and sea changes that define us and our time. Now, in this dazzling collection of nine entirely original essays, written with a rare combination of give and sharpness, wit and fearlessness, she delves into the forces that warp our vision, demonstrating an unparalleled stylistic potency and critical dexterity. Trick Mirror is an enlightening, unforgettable trip through the river of self-delusion that surges just beneath the surface of our lives. This is a book about the incentives that shape us, and about how hard it is to see ourselves clearly through a culture that revolves around the self. In each essay, Tolentino writes about a cultural prism: the rise of the nightmare social internet; the advent of scamming as the definitive millennial ethos; the literary heroine’s journey from brave to blank to bitter; the punitive dream of optimization, which insists that everything, including our bodies, should become more efficient and beautiful until we die. Gleaming with Tolentino’s sense of humor and capacity to elucidate the impossibly complex in an instant, and marked by her desire to treat the reader with profound honesty, Trick Mirror is an instant classic of the worst decade yet. FINALIST FOR THE PEN/DIAMONSTEIN-SPIELVOGEL AWARD FOR THE ART OF THE ESSAY

10 Things Schools Get Wrong (And How We Can Get Them Right)

Author : David Bott
Publisher : Hachette UK
ISBN 13 : 1913808831
Total Pages : 168 pages
Book Rating : 4.9/5 (138 download)

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Book Synopsis 10 Things Schools Get Wrong (And How We Can Get Them Right) by : David Bott

Download or read book 10 Things Schools Get Wrong (And How We Can Get Them Right) written by David Bott and published by Hachette UK. This book was released on 2020-11-30 with total page 168 pages. Available in PDF, EPUB and Kindle. Book excerpt: What counterintuitive lessons can we learn from the meteoric rise of Mindset Theory in education? Why have computers so overwhelmingly failed to become the academic panacea many expected them to be? How can the simple act of assigning grades drive student narcissism and damage teacher professionalism? In this book, brain and behavioural research is combined with respected philosophy in order to place ten widely accepted yet rarely examined aspects of education under the microscope. - Teacher Expertise - Evidence-Based Practice - Grading - Homework - Mindset - 21st Century Skills - Computers - Rewards - Daily Organization - Function This book aims to inspire teachers, leaders, and parents to question many commonly held beliefs and empower them to re-think the role of modern schooling.