Integrity Selling for the 21st Century and over one million other books are available for Amazon Kindle. Learn more
Qty:1
  • List Price: $24.00
  • Save: $5.64 (24%)
FREE Shipping on orders over $35.
In Stock.
Ships from and sold by Amazon.com.
Gift-wrap available.
Add to Cart
FREE Shipping on orders over $35.
Condition: Used: Good
Comment: Notes writen on blank back page. Good! Eligible for FREE Super Saving Shipping! Fast Amazon shipping plus a hassle free return policy mean your satisfaction is guaranteed! Tracking number provided in your Amazon account with every order. The item shows wear from high volume of use, but it remains in good condition Book has highlighted pages
Add to Cart
Have one to sell? Sell on Amazon
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See this image

Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy Hardcover – June 17, 2003


See all 4 formats and editions Hide other formats and editions
Amazon Price New from Used from
Kindle
"Please retry"
Hardcover
"Please retry"
$18.36
$5.92 $0.01

Frequently Bought Together

Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy + What Is Six Sigma? + Fundamentals of Project Management (Worksmart)
Price for all three: $42.05

Buy the selected items together

NO_CONTENT_IN_FEATURE

Image
Looking for the Audiobook Edition?
Tell us that you'd like this title to be produced as an audiobook, and we'll alert our colleagues at Audible.com. If you are the author or rights holder, let Audible help you produce the audiobook: Learn more at ACX.com.

Product Details

  • Hardcover: 210 pages
  • Publisher: Currency Doubleday; 1 edition (June 17, 2003)
  • Language: English
  • ISBN-10: 0385509561
  • ISBN-13: 978-0385509565
  • Product Dimensions: 9.5 x 6.4 x 0.8 inches
  • Shipping Weight: 13.6 ounces (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (44 customer reviews)
  • Amazon Best Sellers Rank: #46,349 in Books (See Top 100 in Books)

Editorial Reviews

Review

“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 Integrity Selling for the 21st Century dispels outdated methods and techniques and replaces them with a dynamic six-step process for success… A must-read for any sales professional.”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

From the Inside Flap

"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.

From the Hardcover edition. --This text refers to an out of print or unavailable edition of this title.


More About the Author

Ron Willingham is founder and CEO of Integrity Systems, Inc., an international training and development company with more than 1.5 million graduates in 80 nations. His organization is the leader in helping organizations succeed with ethical, values-driven people-development strategies. Integrity Systems's client list reads like a Who's Who of business: Johnson & Johnson, American Red Cross, IBM, The Guardian Life Insurance Company, Principal Financial Group, Franklin Templeton, and more than 2,000 others. He is the author of Integrity Service and Integrity Selling for the 21st Century. Willingham lives in Phoenix, Arizona.

Customer Reviews

I would highly recommend this book for all sales professionals.
Y. Lopez
After you read this book, if you have understood and applied everything Willingham talks about, it is impossible for you to not become more successful.
Joshua Padnick
His message of building relationships and bringing value to customers rather than high pressure selling is a good lesson for anyone in sales.
Bruce G. Harris

Most Helpful Customer Reviews

10 of 11 people found the following review helpful By Steve Bate on April 15, 2005
Format: Hardcover
After reading and studying this book, I have made it the standard for our company. It has the right answers presented in a clear, concise and easy to follow manner. If a person follows the process in this book, he/she will be successful in selling, no matter what the product. It is particularly valuable in taching how to sell high-dollar and multi-sales-call products/services.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
6 of 6 people found the following review helpful By 'MaryLou Cheatham VINE VOICE on June 5, 2008
Format: Hardcover
Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy is a useful book based on a customer needs-focused philosphy.

It teaches a six step program:

1. Approach
2. Interview
3. Demonstrate
4. Validate
5. Netotiate
6. Close

This easy-to-understand system can be applied to most selling challenges. This book is an interactive book with self-evaluation required.

It is useful not only for the people who consider selling part of their business, but also for almost everyone. We are all selling something.

The book is easy to read, and the headings are clear. It is a useful study tool.

I like the principle that states that the main challenge of selling is emotional control. Many of us need to work on negative feelings before we try to sell. If we can learn to manage our emotions, we can learn to manage our sales outcomes.

An excellent choice!
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
3 of 3 people found the following review helpful By Sales Trainer on July 30, 2003
Format: Hardcover
If you are in sales and you want a system that truly focuses on the needs and wants of the prospect, this book is for you. It'll help you feel good about what you do and, more importantly, it'll help your customers feel good about what you do.
You'll position yourself as someone who genuinely wants to do what's best for the customer, and that will make you easy to do business with and easy to refer to others.
I've worked with this system since Ron's first book came out. Sales people of all experience levels have the same response - this works and people buy because they know I am interested in them. This book is better than the first one, and in my opinion will increase your production through providing value to the customer.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
5 of 6 people found the following review helpful By Robert Driscoll on June 22, 2003
Format: Hardcover
Willingham has helped organizations and individuals around the world increase their sales, which means his work produces RESULTS. That is one reason to read it, RESULTS!
You can search along time and read all kinds of stuff on selling without RESULTS personally.This book is the definitive work on selling and I have been studying sales and selling for over thirty four years. All kinds of good ideas and information are available and yet Willingham has captured the critical issus to success in sales. Study the book, do not just read it, it can change your life and produce the RESULTS your looking for as a salesperson, CEO or VP of Sales. The four habits of successful salepeople is brilliant.
I believe this book can change your life and your companies sales culture! When I read his first book on selling it changed my life, increased my sales and provided financial security for my family. I am certain this new publication can provide the same RESULTS for others. Study it, do not read it!
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
2 of 2 people found the following review helpful By Mike VINE VOICE on February 29, 2008
Format: Hardcover
I have only one small caveat in my review, and that is the fact that I've read Ron's book The Inner Game of Selling: Mastering the Hidden Forces that Determine Your Success three times from cover to cover so far. Reading that book and fully embracing what it has to offer somewhat diminishes the "new" material you will find in Integrity Selling.

The short version of Willingham's philosophy is that you must be goal-oriented, and you must focus on filling the needs of your customers. Everything else is a matter of expanding on these principles.

I spent some time at the local bookstore browsing "Integrity Selling" and the only reason I chose not to purchase it was the aforementioned similarities to "Inner Game." That doesn't mean that the book is without value. It simply means that Willingham's philosophy and approach to sales is eloquently expressed in both books and I didn't feel a personal need to own both.

For the sales professional who has been trained with scripts and gimmick closes, this book is a must-have item. Times have changed and so has the art of sales. What worked yesterday may not work as well today. Willingham's approach works.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
1 of 1 people found the following review helpful By Ginger Thomas on March 11, 2006
Format: Hardcover
It's an invigorating book that sheds the false perception of traditional selling and exposes the primary character of sales success. This practical book helps salespeople realize that customers are not won over just by what they say but that attitude and trust is the key. The six-step process is presented in a brief and straightforward manner. It explains the theories in very tangible, simple to understand terms that are easy to execute. This book will help your performance and your customer satisfaction.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
1 of 1 people found the following review helpful By DrDeb on February 14, 2011
Format: Hardcover Verified Purchase
This book offers ideas to optimize a salesperson's mindset as well as their sales skills. It does a good job of integrating a number of different ideas from psychology, ranging from Maslow's hierarchy of needs, to the four behavior/communication styles, to self-limiting thoughts, to the different aspects of a human being, which the author labels "I think," "I feel," and "I am."

The main sales theme of the book is how to become a valued sales consultant instead of an old-fashioned salesperson who uses outdated, manipulative gimmicks that often lead to either a win-lose or lose-win situation. It offers the classic consulting model about understanding where someone is now, listening to where they want to be, and working to close that gap.

The author offers a six-step process that can be summed up with the acronym AID, INC:

1. Approach: establish a good rapport with the other person or group.

2. Interview: take the time to listen to people's needs and current level of urgency for a solution.

3. Demonstrate: explain how your products/services meet the customer's unique needs.

4. Val-I-date: establish your credibility before handling sales objections and discussing price.

5. Negotiate: partner with the customer to develop win-win solutions to common sales objections.

6. Close: only after completing all five steps listed above, ask some trial-closing questions to gain final opinions, and then close the sale.

I'm a strong proponent of Integrity Selling because of its focus on consulting, listening, and win-win solutions. As long as you're implementing the ideas in the spirit they were offered, I think you'll enjoy tangible benefits in your career.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again

Most Recent Customer Reviews

Search

What Other Items Do Customers Buy After Viewing This Item?