"Powerful, insightful, and practical. Integrity Selling for the 21st Century dispels outdated methods and
techniques and replaces them with a dynamic six-step process for success� A must-read for any sales professional."
--Alex Perriello, president and CEO, Coldwell Banker Real Estate Corporation
"Integrity Selling is a wonderful tool that analyzes what makes people buy, and breaks down the process into
simple and usable bites."
--Dennis Manning, president and CEO, Guardian Life Insurance Company of America
"Ron Willingham's new book helps salespeople realize that customers are not persuaded so much by what they
say but by who they are and how they relate to others. It's a refreshing book that peels back the artificial layers
of traditional selling and exposes the true essence of sales success."
--Gerhard Gschwandtner, founder and publisher, Selling Power
"The Integrity Selling program reminds us there is more to sales than being customer-focused. It's going the
extra mile to solve needs, not fill wants. It's making the conscious decision to do things right for people because
it's the right thing to do. Now, more than ever, those who believe in ethics, trust, honesty, responsibility, and
integrity succeed. Those who don't, do not."
--Barry Griswell, chairman, president, and CEO, Principal Financial Group
Random House Web Site, December, 2004
Summary
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 anyone become a stellar salesperson
in any business climate. Once personalized goals and personality traits have been established and recognized, Willingham
argues, sales people will be able to evaluate these same qualities in their customers. Consequently, they will
be better equiped to adapt their "sales 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 sales people to achieve
success in the new business climate, while also staying true to their values.
Table of Contents
Definitions
Integrity Selling Values and Ethics
Preface
Introduction
The Four Traits of Highly Successful Salespeople
p. 1
Approach: Get People to Open Up Their Mental Gates and Let You in
p. 24
Selling Is an Inside Job
p. 39
Interview: Find Out People's Needs So You Can Offer Solutions
p. 53
Developing Stronger Interviewing Skills
p. 68
Demonstrate: Show How You Can Fill Needs That People Admit Having
p. 89
Releasing Unlimited Achievement Drive
p. 106
Validate: Cause People to Believe and Trust You
p. 121
Winning Over Negative Emotions
p. 137
Negotiate: Work Out Problems That Keep People from Buying
p. 152
Conditioning Your Mind for Unlimited Prosperity Consciousness
p. 165
Close: Get a Positive Decision That Creates Mutual Value for You and Your Customers
p. 179
Afterword
p. 201
Index
p. 203
Table of Contents provided by Blackwell. All Rights Reserved.