{"product_id":"selling-with-integrity-isbn-9781576750179","title":"Selling with Integrity","description":"Introduces a fresh approach to the art of selling -- where the buyer's needs count for more than the seller's\u003cbr\u003e -- Introduces the \"\"Buying-Facilitation\"\" technique, based on mutual respect, collaboration, trust, honor, and service\u003cbr\u003e -- Shows sellers how to find appropriate buyers and weed out inappropriate ones quickly, vastly reducing the sales cycle\u003cbr\u003e -- Schematic drawings, case studies, and \"\"skill sets\"\" help the reader master the author's sales approach\u003cbr\u003e The traditional sales model involves convincing and coercing buyers into believing they can't live without what sellers have to offer. According to this view, the seller and the product are at the center of the process, and the buyer's interests are marginal: a successful seller is one who can create a \"\"need\"\" where none exists.\u003cbr\u003e\u003cbr\u003e Selling with Integrity is based on the author's belief that closing the sale is less important than respecting the interests of the buyer. Morgen argues that the seller's primary responsibility is to the buyer. Both are well served by the author's \"\"Buying-Facilitation\"\" technique, where service is the goal, discovery is the outcome, and the solution may or may not be a sale.\u003cbr\u003e\u003cbr\u003e Buyers \"win\" by having their needs met. Sellers \"win\" by getting to work within their value systems and by expediting the decision-making process with appropriate prospective buyers. This frank assessment of the potential buyer's needs involves cooperation rather than confrontation, creating a better overall experience.\u003cbr\u003e\u003cbr\u003e Morgen's approach restores to the job of selling the honesty, integrity, and humanity that are missing from traditional sales techniques.Foreword   \u003cbr\u003e Preface\u003cbr\u003e Acknowledgments\u003cbr\u003e\u003cbr\u003e A New Relationship-Based, Solution-Focused Sales Approach\u003cbr\u003e The Buyer Taught Me How to Sell\u003cbr\u003e Bringing Your Values to Work\u003cbr\u003e The Principles of Buying Facilitation\u003cbr\u003e Comparing the Past, Present, and Future of Sales   \u003cbr\u003e The Seller as Servant   \u003cbr\u003e\u003cbr\u003e The Components of Buying Facilitation\u003cbr\u003e The Factors in the Buying Decision Process\u003cbr\u003e How People Buy   \u003cbr\u003e Creating a Relationship of Trust and Collaboration\u003cbr\u003e Supporting the Process of Discovery\u003cbr\u003e Formulating the Right Questions   \u003cbr\u003e Listening Skills   \u003cbr\u003e\u003cbr\u003e Being a Buying Facilitator\u003cbr\u003e Using Buying Facilitation: Putting the Skills Together   \u003cbr\u003e Strengthening Customer Service through Buying Facilitation   \u003cbr\u003e Case Comparisons: Buying Facilitation, Traditional Sales, and Consultative Sales   \u003cbr\u003e Managing Salespeople in a Buying Facilitation Environment   \u003cbr\u003e Buying Facilitation in Action: On-the-Phone, Face-to-Face, and Across Sales Contexts   \u003cbr\u003e\u003cbr\u003e Reinventing Business by Reinventing Sales\u003cbr\u003e Appendix   \u003cbr\u003e Bibliography   \u003cbr\u003e Index   \u003cbr\u003e About the Author\"Selling with Integrity not only offers a model of how to bring soul intosales, it teaches the hands-on skills to do it.\" \u003cbr\u003e \u003cb\u003e\u003ci\u003e- Jack Canfield, coauthor, Chicken Soup for the Soul\u003c\/i\u003e\u003c\/b\u003eSharon Drew Morgen, the author of Sales on the Line and a former stockbroker at Merrill Lynch, is an international entrepreneur, speaker and sales trainer. Her current clients include IBM, Dreyfus-Mellon, Boston Scientific, Dean Witter Reynolds, the Bureau of National Affairs, and The Vendo Company. Morgen also runs learning-based sales seminars that integrate company vision with sales.","brand":"Berrett-Koehler Publishers","offers":[{"title":"Default Title","offer_id":48233539731685,"sku":"NP9781576750179","price":34.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781576750179.jpg?v=1767736336","url":"https:\/\/k12savings.com\/products\/selling-with-integrity-isbn-9781576750179","provider":"K12savings","version":"1.0","type":"link"}