“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.
About Ron Willingham
Ron Willingham is the author of 11 books, and more than 20 training courses that have been conducted in 130 nations, with more than 1.5 million graduates. In the early 1980s, his Integrity Selling course was the first to combine client-focused, needs-based selling concepts aimed at creating actual behavior change. He was the first chairperson of the National Speakers Association’s Sales Trainers Group. After entering the training and development field in the mid-1960s, he worked with great thinkers in the human potential field including Dr. Maxwell Maltz, author of the bestselling book Psycho-Cybernetics, and W. Clement Stone, author with Napoleon Hill of Success Through a Positive Mental Attitude.
His unique Authentic Salesperson course, upon which this book is based, was launched in 2011
“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