Integrity Selling for the 21st Century : How to Sell the Way People Want to Buy
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| Integrity Selling for the 21st Century : How to Sell the Way People Want to Buy | |||||||||||||||||||||||||||||
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“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. They were so stressed by this behavior that they suffered from a high incidence of alcohol and substance abuse, divorce, job-jumping, and low productivity. 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. |
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| 06-06-08 | 5 | 2\2 |
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Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy is a useful book based on a customer needs-focused philosphy.
It teaches a six step program: 1. Approach 2. Interview 3. Demonstrate 4. Validate 5. Netotiate 6. Close This easy-to-understand system can be applied to most selling challenges. This book is an interactive book with self-evaluation required. It is useful not only for the people who consider selling part of their business, but also for almost everyone. We are all selling something. The book is easy to read, and the headings are clear. It is a useful study tool. I like the principle that states that the main challenge of selling is emotional control. Many of us need to work on negative feelings before we try to sell. If we can learn to manage our emotions, we can learn to manage our sales outcomes. An excellent choice! (Review Data Last Updated: 2008-11-30 05:13:43 EST)
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| 02-29-08 | 5 | (NA) |
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I have only one small caveat in my review, and that is the fact that I've read Ron's book The Inner Game of Selling: Mastering the Hidden Forces that Determine Your Success three times from cover to cover so far. Reading that book and fully embracing what it has to offer somewhat diminishes the "new" material you will find in Integrity Selling.
The short version of Willingham's philosophy is that you must be goal-oriented, and you must focus on filling the needs of your customers. Everything else is a matter of expanding on these principles. I spent some time at the local bookstore browsing "Integrity Selling" and the only reason I chose not to purchase it was the aforementioned similarities to "Inner Game." That doesn't mean that the book is without value. It simply means that Willingham's philosophy and approach to sales is eloquently expressed in both books and I didn't feel a personal need to own both. For the sales professional who has been trained with scripts and gimmick closes, this book is a must-have item. Times have changed and so has the art of sales. What worked yesterday may not work as well today. Willingham's approach works. (Review Data Last Updated: 2008-06-06 04:47:52 EST)
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| 08-12-07 | 5 | (NA) |
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This is a great book filled with lots of practical ideas. The methods used in this book are sound and actually work. Learning to use the AIDinc. approach to sales makes the sales effortless. I would highly recommend this book for all sales professionals.
(Review Data Last Updated: 2008-03-01 16:45:28 EST)
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| 07-30-07 | 5 | (NA) |
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This uncomplicated process looks simple at first glance. The more one reads and applies the process, the more the incredible power of the process is discovered. Integrity Selling for the 21st Century gets to the real issues that cause consistent high sales performance. It is applicable for both new and seasoned performers. It clearly helps salespeople get out of the way of themselves-to really listen to, understand, and then provide solutions that meet the needs of others. It really is what the title says it is. That's refreshing!
(Review Data Last Updated: 2007-08-12 09:36:54 EST)
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| 04-22-07 | 5 | (NA) |
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No matter what you sell, products or services, this book is for anybody who understand that selling is art, but it is also could be a wonderful experience for the customer and the seller. Selling is a win - win situation for everybody if not is not selling.
Monica (Review Data Last Updated: 2007-07-30 12:48:07 EST)
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| 01-12-07 | 4 | (NA) |
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I ordered this book for a number of my employees because it is geared to our philosophy of doing business.
His message of building relationships and bringing value to customers rather than high pressure selling is a good lesson for anyone in sales. (Review Data Last Updated: 2007-04-12 11:13:07 EST)
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| 01-11-07 | 4 | (NA) |
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I ordered this book for a number of my employees because it is geared to our philosophy of doing business.
His message of building relationships and bringing value to customers rather than high pressure selling is a good lesson for anyone in sales. (Review Data Last Updated: 2007-04-11 03:35:39 EST)
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| 08-18-06 | 5 | (NA) |
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As I read this book, I was sincerely moved when I realized that many of the concepts I found in it reflected the teachings and trainings I've pieced together over the last 20 years of selling, training and managing.
Today, as the owner of PICKS Training, I specialize in helping others sell, lead and communicate in the global village. This book has put into wonderful words much of what I teach, and has given me even more Good to pass along. For those who want to make selling a profession they can be proud of, buy this book and do what it says. (Review Data Last Updated: 2007-06-30 08:18:36 EST)
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| 07-28-06 | 5 | 0\7 |
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The review should cover your service instead of the product.
It is much too difficult to contact your company when a delivery problem develops. I had someone in India call me on the telephone when I FINALLY was able to make phone contact. And only then I had to submit my phone number for you to call me, which I do not approve. You need to give your customers a domestic telephone number to call instead of having your rep call me. (Review Data Last Updated: 2007-06-30 08:18:36 EST)
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| 03-19-06 | 5 | (NA) |
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After turning the last page, I found myself going back to page one to read Integrity Selling again. This book made me feel good about my work and the thirty-five years that I spent in consultative selling.
The Sales Congruence model hit home with me. I better understand why rainmakers sell at their highest potential and how to lead more sales professionals to higher achievement levels. Every sales manager should read this book along with Psycho-Cybernetics by Dr. Maxwell Maltz as prerequisites to coaching sales people. A current sales professional and author told me this months ago, now I understand what he meant. I'm a believer. (Review Data Last Updated: 2007-06-30 08:18:36 EST)
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| 03-18-06 | 5 | (NA) |
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After turning the last page, I found myself going back to page one to read Integrity Selling again. This book made me feel good about my work and the thirty-five years that I spent in consultative selling.
The Sales Congruence model hit home with me. I better understand why rainmakers sell at their highest potential and how to lead more sales professionals to higher achievement levels. Every sales manager should read this book along with Psycho-Cybernetics by Dr. Maxwell Maltz as prerequisites to coaching sales people. A current sales professional and author told me this months ago, now I understand what he meant. I'm a believer. (Review Data Last Updated: 2006-07-28 08:51:44 EST)
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| 03-12-06 | 5 | (NA) |
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It's an invigorating book that sheds the false perception of traditional selling and exposes the primary character of sales success. This practical book helps salespeople realize that customers are not won over just by what they say but that attitude and trust is the key. The six-step process is presented in a brief and straightforward manner. It explains the theories in very tangible, simple to understand terms that are easy to execute. This book will help your performance and your customer satisfaction.
(Review Data Last Updated: 2007-06-30 08:18:36 EST)
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| 03-11-06 | 5 | (NA) |
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It's an invigorating book that sheds the false perception of traditional selling and exposes the primary character of sales success. This practical book helps salespeople realize that customers are not won over just by what they say but that attitude and trust is the key. The six-step process is presented in a brief and straightforward manner. It explains the theories in very tangible, simple to understand terms that are easy to execute. This book will help your performance and your customer satisfaction.
(Review Data Last Updated: 2006-07-07 07:28:51 EST)
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| 09-29-05 | 5 | 1\1 |
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the world would be a better place to buy and sell. Willingham doesn't have a ground breaking concept, he just explains the concept in very concrete, easy to understand terms that are easy to implement. You might also want to check out, Soft Selling in a Hard World, by Jerry Vass.
(Review Data Last Updated: 2006-07-07 07:28:51 EST)
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| 07-31-05 | 1 | 1\3 |
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I found nothing of value in this book. If you are looking for a newer sales model, you would be better off looking at Unlock the Game by Ari Galper.
(Review Data Last Updated: 2006-07-07 07:28:51 EST)
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| 04-15-05 | 5 | 2\2 |
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After reading and studying this book, I have made it the standard for our company. It has the right answers presented in a clear, concise and easy to follow manner. If a person follows the process in this book, he/she will be successful in selling, no matter what the product. It is particularly valuable in taching how to sell high-dollar and multi-sales-call products/services.
(Review Data Last Updated: 2006-07-07 07:28:51 EST)
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| 07-31-03 | 5 | 2\2 |
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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. (Review Data Last Updated: 2006-07-07 07:28:51 EST)
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| 07-29-03 | 5 | (NA) |
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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! (Review Data Last Updated: 2006-07-07 07:28:51 EST)
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| 07-28-03 | 3 | 2\4 |
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I used less than one highlighter on this book which rates it 3 stars. If you've read many sales books, much of the content in this book is not new. I think, though, that it is a very nice overview for those new to sales or if you'd like a refresher on successful sales principles. The "Three Parts of You" and "Sales Congruence" models were both interesting. I didn't feel the middle chapters had much new or thought-provoking information. It almost seemed that the first and last few chapters contained the more relevant or new information and the middle chapters were put together as "filler". I agree with another review that the title "Integrity Selling" did not accurately represent, in my mind, the content of the book. I felt a little mislead in that respect. It was good enough to make it into my sales book rotation to be re-read at a later date and I'm sure I'll find more valuable information. A nice, easy read.
(Review Data Last Updated: 2006-07-07 07:28:51 EST)
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| 07-24-03 | 5 | 1\2 |
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Selling can seem so complicated. This book outlines a simple approach that I know I can use time and time again In fact, I applied the principles and saw increased sales in my first two weeks. I'm buying it for everyone on my team!
(Review Data Last Updated: 2006-07-07 07:28:51 EST)
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| 07-21-03 | 5 | 1\1 |
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After more than three decades of searching out the top books on leadership and sales, I must say that this new volume is the best that I have discovered, especially in these times when genuine care and consideration for the customer is a prime ingredient in forming and growing a meaningful relationship. Trust is the foundation for Integrity Selling in the 21st Century ... and Ron Willingham has encapsulated the essence of doing it right and doing it well. This book belongs on every business leader's desktop and the principles belong securely planted in their hearts.
(Review Data Last Updated: 2006-07-07 07:28:51 EST)
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