Integrity Selling for the 21st Century
Book description
"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... 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…
Why read it?
1 author picked Integrity Selling for the 21st Century as one of their favorite books. Why do they recommend it?
The concept behind Integrity Selling for the 21st Century 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. Only then, when you bring more value to your customers than you receive, will salespeople reap the rewards of high sales.
Ron’s book is the standard for putting to rest the idea that manipulative, self-focused selling techniques that demean and coerce the customer are what selling is all about.
From Mike's list on improving sales performance.
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