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Selling with Integrity by Sharon Drew Morgen

Selling with Integrity

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Selling with Integrity by Sharon Drew Morgen
Hardcover
Mar 01, 1997 | ISBN 9781576750179
  • Hardcover $34.95

    Mar 01, 1997 | ISBN 9781576750179

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Product Details

Praise

"Selling with Integrity not only offers a model of how to bring soul intosales, it teaches the hands-on skills to do it." 
– Jack Canfield, coauthor, Chicken Soup for the Soul

Table Of Contents

Foreword
Preface
Acknowledgments

A New Relationship-Based, Solution-Focused Sales Approach
The Buyer Taught Me How to Sell
Bringing Your Values to Work
The Principles of Buying Facilitation
Comparing the Past, Present, and Future of Sales
The Seller as Servant

The Components of Buying Facilitation
The Factors in the Buying Decision Process
How People Buy
Creating a Relationship of Trust and Collaboration
Supporting the Process of Discovery
Formulating the Right Questions
Listening Skills

Being a Buying Facilitator
Using Buying Facilitation: Putting the Skills Together
Strengthening Customer Service through Buying Facilitation
Case Comparisons: Buying Facilitation, Traditional Sales, and Consultative Sales
Managing Salespeople in a Buying Facilitation Environment
Buying Facilitation in Action: On-the-Phone, Face-to-Face, and Across Sales Contexts

Reinventing Business by Reinventing Sales
Appendix
Bibliography
Index
About the Author

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