Selling with Integrity: Reinventing Sales through Collaboration, Respect and Serving
- Book Review,
by Sharon Drew Morgen
Amazon.com
The sales floor is rarely associated with spiritual values, much less with integrity. Nonetheless, entrepreneur and sales trainer Sharon Drew Morgen believes it is entirely possible for sellers and buyers to experience both--while still meeting their individual mercantile needs. In Selling With Integrity: Reinventing Sales Through Collaboration, Respect, and Serving, she persuasively outlines a revolutionary "Buying Facilitation" approach that remakes a traditional adversarial relationship into one marked by genuine collaboration and honest consideration.
Book Description
The New York Times Business Bestseller that teaches sellers to stop selling and listen to the buyer.
"Finally, a sales paradigm which supports our spiritual values and lays the foundation for the paradigm shifts occurring in business today."--Ken Blanchard, coauthor of The One Minute Manager
Selling with Integrity introduces The Morgen Buying Facilitation Method, the first wholly new sales paradigm based on the idea that buyers have their own answers. Teaching sellers to support buyers' buying patterns, rather than teaching new selling patterns, international speaker and entrepreneur Sharon Morgen offers step-by-step guidelines, practical how-to's and numerous examples of this remarkably effective method in action. Using Buying Facilitation, you can: * Get to the right person immediately * Eliminate unqualified prospects on the first call * Facilitate a buyer's solution-finding process * Stop rejection and objections * Decrease sales cycle by at least 50%, increase revenue by 200 to 500%.
"Selling with Integrity describes the first new paradigm in sales. It offers a model for how to bring soul into sales, and teaches the hands-on skills to do it."--Jack Canfield
* A testament to the Morgen's success, IBM has signed a national contract with Morgen to train all of its 1,000 Inside Sales Reps
* Morgen's revolutionary approach to sales has been praised by Jack Canfield, Ken Blanchard, coauthor of The One Minute Manager(tm); and Larry Wilson, author of Stop Selling! Start Partnering
* Morgen conducts sales training for IBM, Dean Witter Reynolds, Boston Scientific, and other top companies
About the Author
Sharon 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.
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