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. 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.
Customer Reviews:
One of the best! .......2007-08-12
This is a great book filled with lots of practical ideas. The methods used in this book are sound and actually work. Learning to use the AIDinc. approach to sales makes the sales effortless. I would highly recommend this book for all sales professionals.
Achieve more with Integrity Selling.......2007-07-30
This uncomplicated process looks simple at first glance. The more one reads and applies the process, the more the incredible power of the process is discovered. Integrity Selling for the 21st Century gets to the real issues that cause consistent high sales performance. It is applicable for both new and seasoned performers. It clearly helps salespeople get out of the way of themselves-to really listen to, understand, and then provide solutions that meet the needs of others. It really is what the title says it is. That's refreshing!
What are you selling?.......2007-04-22
No matter what you sell, products or services, this book is for anybody who understand that selling is art, but it is also could be a wonderful experience for the customer and the seller. Selling is a win - win situation for everybody if not is not selling.
Monica
Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy.......2007-01-12
I ordered this book for a number of my employees because it is geared to our philosophy of doing business.
His message of building relationships and bringing value to customers rather than high pressure selling is a good lesson for anyone in sales.
Selling the way it is meant to be.......2006-08-18
As I read this book, I was sincerely moved when I realized that many of the concepts I found in it reflected the teachings and trainings I've pieced together over the last 20 years of selling, training and managing.
Today, as the owner of PICKS Training, I specialize in helping others sell, lead and communicate in the global village. This book has put into wonderful words much of what I teach, and has given me even more Good to pass along.
For those who want to make selling a profession they can be proud of, buy this book and do what it says.
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
Customer Reviews:
It changes everything!.......2007-02-19
Like most great things, I found this book by coincidence, looking for the next great thing to add to my sales skills.
It's an XLNT book about the buyers decisions and not your attempts to sell product, and it gave me a new perspective of sales - the buyer's perspective.
I also have had the pleasure to train with the author Ms Morgen. She has been very supportive both during training and after. I'm greatful for the time she has taken to personally coach me, and helped me learn new skills, and also "unlearn" some old sales patterns that used to get in the way.
Let me know how it works out, and good luck helping buyers to buy!
I learned a lot, but there's a lot more to learn..........2005-12-27
When my job started to involve selling as well as technology, I read a half dozen sales books. This one stood out. It didn't make me feel sleazy. It helped me understand my role as a participant in a decision process that is confusing and frustrating for the buyer, too. It gave me a general-purpose framework ("the funnel") for helping a customer (and me!) figure out what is going on in the buying process. It helped me not take things so personally when we didn't get a project. And when we did, the approach didn't leave us with a bunch of expectations that we couldn't meet. It embodies Covey's advice to "begin with the end in mind," where the end is a successful project and a good relationship and not just an accepted proposal. We've been basically successful (and able to sleep at night) while using the overall approach.
Still, I used to be more enthusiastic about the book and Sharon Drew Morgen than I am now. It's not nearly as simple as SDM makes it sound, and it's no substitute for products and services that are actually worth owning or using. As an antidote, you should read "Good to Great" by Jim Collins.
I wavered between three and four stars, and gave it four because it really did influence me more than anything else I read when I started out, and I find myself still referring to it. Read it, absorb the principles, and then pay attention to what's really going on.
Total agreement with Gill.......2005-08-26
I have first hand experience dealing with Ms. Morgen. I paid for and attended one of her 3 day courses. I even did some work for her. I was really excited to work with her at first, until I found out what kind of person she truly is. I totally agree with Gill's comments. Although many of her concepts have validity, I've seen her *not* use the same type of "we" space she advocates. I won't be specific, but I can say with certainty that I've never had a more unpleasant client experience. Ms. Morgen can be very rude, abusive and confrontational. Her opinion is if you don't agree with what she says then there must be something wrong with you. I would recommend this book for some helpful cold-calling tips, but I would not adopt Buying Faciliatation as my primary selling technique.
In My Experience, The Author Doesn't Practice What She Preaches.......2005-08-15
As I read, "Selling With Integrity," I felt that it was indeed a book for anyone who is struggling to make the conceptual switch from using manipulation to using honesty to sell. Throughout the book, using many religious undertones, Ms. Morgan places an emphasis on doing what's right, thinking of the prospect's problems first, putting your needs second and generally collaborating to identify whether a reason to do business exists. (These are all ideals with which I agree.)
My single biggest reservation comes not from the book itself, but from the response I got when I contacted Ms. Morgan with a question.
I had noticed that every example in the book ended in a positive outcome. For instance, the book conveys that, to get a great conversation with a prospect, all you have to do is call and say, "This is a sales call." So I actually tried doing exactly what the book said, and I tracked my results:
* I dialed the phone 150 times.
* I reached a gatekeeper 31 times and my prospect 21 times. (The remainder were busy signals, no-answers, auto attendants, voice-mails, etc.)
* I introduced myself and said, "This is a sales call."
* Every gatekeeper responded with some form of: "[Mr. Jones] doesn't take sales calls."
* Every prospect responded with some form of: "I don't take sales calls."
After my lack of success, I decided to contact Ms. Morgan and ask, "How many phone calls do you actually have to make before you get one of those great conversations you describe in your book?"
After dodging the question by telling me "I don't track such things," I forced the issue once more, and she finally said, "If you insist on questioning the process, then you clearly aren't committed to making it work." (These "quotes" are from memory, so while they convey her attitude, they are probably not exact wording.)
Frankly, I expected to speak with someone who would interview me and help me decide whether her course was for me. What I got instead was more like what I'd expect from a cult leader who wanted to indoctrinate me, and who expected me to accept everything on blind faith.
I believe in a lot of what the book conveys, but the author's actions cost her a ton of credibility with me.
Gill
Truth Be Told, We Can't Sell To Everyone.......2005-02-09
Most buyer and seller relationships are typically adversarial. Sharon Drew Morgen suggests the reason for this complex relationship is that sellers have historically focused on controlling the buying process and using all necessary means to convince buyers to buy their products.
In Selling with Integrity, Morgen offers an alternative approach. She has designed a sales methodology called Buying Facilitation. This approach instructs the seller to "guide" the buyer through the buying process while maintaining personal principles and values.
The book jacket promises a completely new way to look at sales, and that's what you'll get, since Morgen puts helping the buyer far ahead of making the sale.
Sharon Drew Morgen asserts in Selling with Integrity that the major problem in the traditional buy/sell relationship is that the seller arrives believing that he or she has the answer the buyer needs. It follows, then, that the traditional seller's task is to convince the buyer - or help the buyer realize - that the solution the seller is offering is the right one for the buyer.
It really doesn't matter why the seller has this attitude, whether it's because of training, corporate culture, personality, or the basic need to make some money and put food on the table. In every case, according to Morgen, it puts the relationship between the buyer and seller on false ground, introduces stress, and produces undesirable behaviors, including dishonesty.
You may be inclined to dispute the idea that seller attitudes are bad for the buy/sell relationship, but consider a fictional example that Morgen presents early in the book. It involves a waiter in a Chinese restaurant, whose job it is to sell you food, and you, the diner. In the example, the waiter comes to your table and immediately says, "So, you'll have spareribs and chow mein."
You, of course, aren't so sure, and you say, "No. Hello. I'd like to see a menu, please. I'm not sure what I want."
But the waiter has his own idea: "You don't need a menu. I know what you want. It's our special tonight. It's priced fairly and it's delicious. It'll be spareribs and chow mein. Believe me, I can tell that's what you'd like."
Here is Morgen's comment on this - "You wouldn't let a waiter do that. But as sellers you do it all the time: I know what you need, and what you need is my product."
For Morgen, this example illustrates the point that sales as it is practiced in American industry today is based on disrespect of the buyer, the buyer's knowledge, and the buyer's ability to make an informed and effective choice on behalf of his or her employer. Morgen asks why it is appropriate to base a salesperson's monetary compensation on a system that at its foundation encourages disrespect.
Adopting Buying Facilitation may require a difficult leap of faith for many sellers, because in Selling with Integrity Sharon Drew Morgen redefines the very goal of sales:
"As I see it, the new goal of the seller is to support a buyer's ability to solve her own problems with existent resources where possible, or external resources where necessary."
Take note: By "existent resources," she means those that already exist within the buyer's firm. And "external resources" refers to any and all resources, not just those you are trying to sell.
But consider this idea, too:
"It is okay for people not to need our product. We can't sell to everyone we speak with. Our job is to find those who do need our product, not create a buyer from an unqualified prospect."
If this statement speaks to you, if it addresses some of the tension or stress that you feel while you do your job, then you may find great value in Selling with Integrity.
There is much that is practical here, and much that is well-explained and easily understood. However, to fully understand Buying Facilitation, you must be prepared to delve into the theory that supports it.
Robert Reed
President
TrustBuild
Amazon.com
Since entering the nascent field of sports law 25 years ago--before athletes were guaranteed the right of legal representation--Leigh Steinberg has epitomized the high-profile sports agent, successfully negotiating over $2 billion in contracts for superstars like Troy Aikman, Steve Young, and Ryan Leaf. Just as importantly, he has done so with honor and was (according to director Cameron Crowe) a prime inspiration for the agent with a heart in the film Jerry Maguire. Now, arguing that value-driven negotiating techniques can prove equally productive in other settings, Steinberg lays out his step-by-step process in Winning with Integrity: Getting What You're Worth Without Selling Your Soul. Steinberg takes a holistic view on the art of negotiation. In the introduction, he writes:
This is a book about the process of negotiation--which means that this is a book about life.... Too many people would rather simply give up what they want. They would rather avoid the discomfort of possible conflict by accepting a situation or terms without discussion, even when it means accepting less than they rightfully deserve or desire.
Steinberg analyzes the entire negotiating process--from preparation and positioning through the actual negotiation and celebratory handshake. And not surprisingly, he enlivens his advice with colorful and entertaining stories taken from his dealings with notable adversaries ranging from the NFL's Jerry Jones to the NBA's Larry Bird. Suggestions for crafting an initial offer with different types of opponents are exceptionally insightful, but the real heart of the material concerns the period between counteroffer and deal signing, where Steinberg candidly explains how he realizes his goals without violating his principles. --Howard Rothman
Book Description
"There really is a Jerry Maguire. Only he's not some schlumpf struggling to make it on a wing and a prayer like Tom Cruise in the movie. . . . His name is Leigh Steinberg, and he's been cultivating a choirboy image for twenty years. He also happens to be the pre-eminent sports agent of our time."
--San Francisco Examiner Magazine
"This is a book about the process of negotiation. Which means that this is a book about life."
Leigh Steinberg is the premier agent in sports. He has negotiated over $2 billion in contracts for the athletes he represents--who include Troy Aikman, Steve Young, Drew Bledsoe, Kordell Stewart, and Warren Moon--but he has also spent twenty-four years as a sports agent living by a strict personal and professional code of ethics. Steinberg's philosophy of ethical dealings and responsibility is well known in the sports world--and well known to moviegoers as well, because Steinberg's way of doing business was a model for Cameron Crowe's wildly successful film Jerry Maguire and the "manifesto" of business ethics that was the premise of the film.
Steinberg has always believed that negotiation is about more than the bottom line: the most successful business dealings are not always the ones that pay the most; they are about balance, perspective, objectivity, and values. A success in business must also be a success in one's own life. And in his book, Steinberg shares the secrets of successful negotiation, breaking the process down into the essential steps, from "Orientation" through "Making the Deal," and giving step-by-step practical and inspirational advice that will get any two people or parties, in any situation, to come to terms.
Full of great inside sports stories and characters,
Winning with Integrity is an intelligent, insightful, and inspiring guide to the art of negotiation in business and in life--from the most successful businessman in sports.
"It's fashionable now, after the movie, for a lot of agents to talk about heart, but Leigh was the only one talking like that in 1993, when I began research."
--Cameron Crowe, director of Jerry Maguire
From the Hardcover edition.
Customer Reviews:
...zzzzzz.......2003-12-19
Winning with Integrity is a great self help guide for the Jerry Maguire to be. The author helps the reader to realize that it is all in negotiating. Whether it is how successful you are in life to life in general if you cannot negotiates well, you'll go nowhere.
Even though the author does seem a bit self absorbed the reader is able to see how negotiating well will help you get ahead. Leigh Steinberg has negotiated more than 1 billion dollars in contracts for the athletes he represents famous athletes such as, Troy Aikman and Kordell Stewart he also spent 24 years as a sports agent living by his own strict moral rules. Mostly everyone in the "sports world" knows of Steinberg and they follow his moral standards. He was the inspiration for the film Jerry Maguire, "SSHHHOOOWWW MMEEEEE TTHHHEEEE MMMOOONNNEEEYYYY!!!!!''
Disappointing........2003-05-08
This book is pretty much a joke. There are some useful points on negotiating, but by and large the author goes out of his way to pat himself on the back for his career success. Obviously Leigh Steinberg has plenty of lessons to teach aspiring negotiators, agents, etc., but a more even approach--i.e. listing actually conflicts or problems (as opposed to those that amazingly Leigh resolved through sheer brilliance and perseverance)--would have made for much better reading.
Want to learn about negotiation with sports world examples?.......2002-07-25
For a recently college graduate and moderate sports world observer with little experience negotiating in a business environment, this book was a pleasure to read. The concepts in this book are on or above par with my textbook on negotiation. However, I specifically enjoyed how Steinberg illustrates important concepts with stories involving the ever interesting personalities of professional sports. From establishing values to finalizing the contract, this book is efficiently organized to lead through the negotiation process. Also, at the end of each sub-chapter is a summary of the key points of the reading. Winning with integrity isn't easy in general, let alone in the ruthless world of sports agents. Leigh shares his experiences that have lead to his success in this fun and insightful book.
Awesome Framework for Negotiating!.......2001-10-13
I found this book to be a real treasure and entertaining at the same time. And best of all, you don't need to be a sports fan to appreciate the examples Steinberg uses.
It is a shame that some readers have found this book shallow and only written to brag about his exploits. They are missing the real point of the book and the positive outcomes that can happen from true negotiating, not just getting what you want. If you are looking for a book on 'How to be Persuasive and Always get What you Want', this is not your book.
Rather, it helped me build a solid mental foundation and framework when I enter negotiations. Also, you need to have the right attitude when you enter negotiations. This book will help you.
There are some remarkable examples that provided me with some real insights on perceptions. It opened my eyes that the world I see is not what everyone else sees. With his examples, I began to see how that applies to the business world as well.
I own a company that provides HR and OD consulting and I get emails EVERY day about hostile work environments. In many cases I refer them to this book to make sure their perception of the problem is on track with the problematic person.
If you are looking at this book for ANY reason, I suggest you buy it. Also, because of all the famous people involved in the negotiations, it was an easy read.
Good.......2000-02-07
This is a refreshing book, that counters WINNING THROUGH INTIMIDATION type books, that portray the business world as a jungle, where you have to negotiate with knives drawn. Steinberg practices integrity in his business life, and in his personal life. Steinberg actually lives down the street from me (although I don't know him), and he does wonderful things for the local community, that seem to come from the heart, rather than from a chance to be seen publicly as a benefactor, and pat himself on the back. He is in inspiration. And a nice guy who finished first!
Book Description
"A masterful blend of practical philosophy tied to effective techniques. Must reading for all ambitious salespeople." -- Zig Ziglar, author of Top Performance
Customer Reviews:
This book is very special.......2003-09-29
I found this book to give a fresh perspective on the area of sales. Look at it, from cover to cover first before you make your choice! It has a lot of wonderful advice and is full of great information. I give it a 5 star!
This is the way selling should be taught to all salespeople.......2003-07-01
Finally a book about the true value of selling the way people want to buy. None of the standard gimmicks we have heard and seen for years. This is truly a refreshing and straight forward, common sense, value driven way to sell. If you're in sales and you don't learn this selling system you'll be sucking up the the dust from the rest of us that do. It's going to dissipate the suspicions that consumers have when they deal with salespeople and bring back their confidence when buying.BRAVO TO RON WILLINGHAM FOR HAVING THE COURAGE WRITE IT
Integrity Selling.......2003-07-01
There is so much great content in this book that every time I pick it up I discover more. I especially like the Three Dimensions of Human Behavior. By understanding this it's no wonder most sales training fails. The 6-step selling process, AID,Inc., makes more sense in the way we should sell than anything I've ever read.
I have recommended this book to many of my friends in selling careers and I know it will make a huge difference is the results they will get. And maybe more important it will make a huge difference in the way their customers preceive them.
If more salespeople would follow the principles presented in Integrity Selling, we would have a much better world to live in. People would spend more of their time listening and much less time trying to sell us something we don't want or have a need for.
Thanks to Ron Willingham for another great book to help us on our journey to achieving what we want in life.
Student Review.......2001-08-02
This book was used in a professional selling class at my college. I feel the book has many validate points to move you in the direction of understanding how a buyer wants to be treated. It goes through the differnt styles of buyers and techniques on finding out what the buyers needs are.
The author shares some great growing experiences that he has encounter through out his selling career. I am not a sells person, but feel over all the book was of great benefit and gave me ideas on how to present to the various styles that would be encounter in the work environment.
Finally some clarity in the vision of professional selling!.......2000-06-11
FANTASTIC BOOK. The author illustrates the sad state of the selling profession by quoting a survey statistic: 98 % of salespeople said that they would do ANYTHING for a sale. No wonder that the public distrusts salespeople, rating them with politicians in integrity and honesty. This book presents the antidote: INTEGRITY SELLING. Instead of the complicated "selling systems" and "formulas" of other books this work offers a simple selling path: sell based on values, build relationships based on integrity, make win-win a reality-and in the long haul, like Zig and others, you will succeed. Can't recommend this book enough!
Book Description
Whether you're a company employee looking to move up the corporate ladder or an entrepreneur wanting to position yourself as a hot property, Susan Harrow will show you how to master the art of self-promotion with style and substance.
Sell Yourself Without Selling Your Soul will teach you:
To be the message you want to give.
The formula professional publicists use to create a winning press kit.
Strategies to master any type of media interview, verbally and sychologically.
Insider secrets to help you become an overnight expert.
The dos and don'ts of forming strong lasting bonds with the media.
Dozens of ways to gain worldwide fame and fortune on your own terms.
Written in a conversational, woman-to-woman style, this innovative book blends illuminating personal anecdotes and wisdom of famous spiritual, historical, and political leaders with Harrow's own unique system. You'll find helpful examples of powerful publicity packages and dozens of practical exercises that instruct and motivate, not to mention proven techniques to save you time, grief, and money.
Customer Reviews:
The Title Says It All !.......2007-05-09
Sometimes a book title can be misleading, but not so in this case. In fact, this book delivers what it offers, with a giant bonus - PR advice that works.
SELL YOURSELF WITHOUT SELLING YOUR SOUL is a guide to succeeding in business and in public life, without losing the essence of who you are...without selling out. Susan's book is filled with wisdom, humor, kindness and realworld PR savvy.
This is a wonderful book for the person who wants more success and more visibility for herself or her cause, within her ethical construct. I highly recommend this book.
A 21st Century .......2007-01-21
Having read a good number of the reviews of this superb book by Susan Harrow, I'll skip points I am happy to see others have covered so well. I also won't take time to summarize what's in the book so much as what I see pervading it and coming through it.
As a spiritual teacher and "Heart-awakener" with a huge focus on personal integrity and realness, I loved finding these two qualities radiating off every page with a consistency, strength, and confident serenity that can only come from someone who's walking her talk. For me from the title on through to the index, the book is a huge sigh of relief. There's so much hype in the world of publicity and marketing. I have to confess that even as a successful teacher of self-awareness and personal and relational integrity it's a struggle for me to read the compass clearly as I attempt to bring my work forward into the clamor of the marketplace. It's a challenge to make both audible and intelligible sounds that still ring entirely true to who I am and who my wife and partner Linda and I are together in our work. Underneath and shining through every single detail, Susan is initiating us neophytes and, I'm sure, many veterans with her obvious mastery of that profoundly intimate craft. That's the main reason I call the book a "publicity with integrity bible." In our time mature trueness to our heart and soul is the necessary foundation of all real spirituality and religion, it's the core of faith more than ever before. Without making an untoward display of it--which would ring untrue for her--Susan has written, in this sense, an authentically sacred text on how to make a true personal and creative ritual of the spirit in bringing our hearts and our messages to the world.
There's that word "real" again. Susan's ear and eye for emotional realness, for how ordinary-human we all are no matter how famous, admired, accomplished, and remarkable, pervades the whole book. It helps us approach the often intimidating prospect of publicizing ourselves with at least one foot always firmly on the ground and the other moving straight forward at a sustainable pace--or, whenever it's necessary to pause and take a breath, able to come back to rest on the material and psychic earth right underneath us.
Quite a number of other men have commented on how the book speaks so directly to us too. I agree, and wish to add that I think that's entirely deliberate on the author's part. I hear Susan Harrow saying to everyone, and certainly to men, "If you want to know how to speak both literally to women in the marketplace--and the worlds of publicity, journalism, and PR--and also to 'the Feminine' principle that no one can any longer afford to fail to take into account in any of our undertakings in life, then don't just do the things I urge you to do in this book in your publicity efforts. All that is important, absolutely. But if you really want to get underneath the content and into the context I'm teaching you, then continuallly take a step back and see how I am myself doing exactly the things I'm urging you to do. Study how I frame my communications to you, how carefully and gently I take all of your possible feelings, fears, reactions, and concerns into account, much as I'm urging you to do with everyone in the world of publicity with whom you wish to communicate."
If I'm at all mishearing you, Susan, I do apologize. But I'm delighted to get this message in any case. You've written a most practical approach to a key project in the life-work I call, in one of my own book titles, "Healing the Spirit/Matter Split." I intend to follow your precepts faithfully in every sense of the word and to recommend your good news far and wide. Thank you! --
I highly recommend this book for men, too........2006-08-12
"Although Susan Harrow's book, Sell Yourself Without Selling Your Soul, has a subtitle that calls the book "a woman's guide," I highly recommend it for men, too. If you have a message that you want to spread to the masses, Harrow teaches you everything you need to know about publicity in full detail. Both the beginner and the experienced will benefit. I wish more authors read her book before contacting my magazine. They would certainly increase their chances of getting reviewed."
~ Bob Olson, OfSpirit.com Magazine editor
A Must Read for Men, too!.......2006-07-31
The title is a bit misleading in that this book is not solely for women. The author may have initially intended it for women, but this book is for everyone! The author's caring and compassion and her obvious intelligence and spirit come through in a way that makes the reader know that there is truth and solid application in it.
Read it, learn from it, apply it, and benefit from it. It's that simple.
Sell Yourself to Yourself --- Then The Public.......2006-06-17
In "Sell Yourself Without Selling Your Soul," Susan Harrow puts a label on why many resist publicity.
Many people think that promoting themselves, their business, or their cause ranks up there with [...] bragging or begging.
Recognizing the desire for fame, fortune and the fear that is getting in the way of aspiring celebrities, Ms. Harrow walks readers through the process of being an equal to all publicists, marketing experts and event planners.
This book is the best book that I've read on how to simultaneously be committed to what you have to share with the public; how to create a public persona for yourself; and how to create an ongoing demand for what you represent.
What makes this book great is that it begins by teaching readers to know who they are, and to honor themselves first.
With your personal integrity always in tact, the journey towards publicity that gets your name, product, service or cause to the top of the list requires a methodical awareness of how to communicate, in print, on the phone, in person, on air, and afterwards with the media. You must show that you know and appreciate the rules, while you honor your own rules.
For example, does your press release show the media in 350 words why you, your product or service deserves immediate media coverage?
For television and radio coverage, does your pitch letter explain why you, your service, or your product is the answer to an important issue that impacts a specific group of people?
Before you call the media to pitch your newsworthy idea, have you narrowed what you anticpate saying, down to 10 seconds? Have you verbalized this out loud, in front of your mirror? Do you know that greeting a media member on the phone is different from greeting someone from other professions?
Is there a cause that you actively support? What miss-understood, or under-represented group can you be a voice for?
Have you asked your clients why they have chosen you?
Have you prepared a list of questions and answers that help your interviewer cover what will make you look or sound great? Have you written out questions and answers related your your weaknesses?
This is an excellent tool - no matter what your profession.
Average customer rating:
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Integrity Selling
Ron Willingham
Manufacturer: Doubleday
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Binding: Hardcover
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ASIN: 0385239092
Release Date: 1987-04-01 |
Book Description
"A masterful blend of practical philosophy tied to effective techniques. Must reading for all ambitious salespeople." -- Zig Ziglar, author of Top Performance
From the Trade Paperback edition.
Average customer rating:
- Just What I Needed
- A nice read but nothing new
- The 7 Most Powerful Selling Secrets: Soar Your way to Succes
- Surprisingly Powerful!
- The 7 Most Powerful Selling secrets
|
The 7 Most Powerful Selling Secrets: Soar Your Way to Success With Integrity, Passion and Joy
John Livesay
Manufacturer: Palari Publishing
ProductGroup: Book
Binding: Hardcover
General
| Business & Investing
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General
| Sales & Selling
| Marketing & Sales
| Business & Investing
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Techniques
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ASIN: 1928662048 |
Book Description
The 7 Most Powerful Selling Secrets: Soar Your Way to Success with Integrity, Passion and Joy shows you how to be more effective in sales, without selling out—a revolutionary new paradigm. The old school of thinking about selling is "Always be Closing." The new way of selling is "Always be Connected." This means `be connected' to your buyer's needs, as well as your own sense of self, and be willing to take the relationship to a new level—that of being marketing partners.
Customer Reviews:
Just What I Needed.......2004-05-05
After reading this book, I found many of the words and phrases from the book creeping into my head during difficult sales situations as well as person situations. This book provided me with several new perspectives on sales even though I've been in the field for many years. It was just the sort of optimistic refocusing I needed at this point in my career. I would recommend this book to anyone who is seeking more than just better sales numbers -- it is for those who want success in conjunction with continued personal growth.
A nice read but nothing new.......2004-05-04
I bought this book because Tim Sanders, author of "Love is the Killer App" recommended it. I wanted to like this book but I'm sorry to say there's nothing new in it. Save your money for the next Seth Godin book.
The 7 Most Powerful Selling Secrets: Soar Your way to Succes.......2004-04-06
This book is an inspiring read. I have used it in trainings and as gifts for all my employees. Enjoy it, share it and use it.
This is a must in your personal and professional library.
Surprisingly Powerful!.......2004-03-16
I recently prayed and asked for guidance about what steps to take in regard to moving into the next phase of my business, and surprisingly one of those steps involved reading Mr. Livesay's book. And so I did. What I learned about myself was almost as priceless as the secrets so passionately shared through this very timely book. I was challenged, humbled and encouraged as I discovered and/or re-discovered each new secret. I now see why I was directed to read it. The Affirmations alone go to the heart of each matter they address, whether it's doubt, fear, rejection, etc., and provide words that are fresh and quick to comfort, build up, rejuvenate and empower. In fact, the entire book reads as from Mr. Livesay's heart to ours. I look forward to soaring to success, not only with my business, but in my personal life as well, as I continue to allow myself to be moved with compassion, kindness and love.
The 7 Most Powerful Selling secrets.......2004-03-16
I love this book. I am so happy that I found this book and had the chance to read it. A friend told me about it and the things that I have learned from John Livesay are worth a lot more than what I paid for the book. If you can pnly read one book this year it should be a book that will "better" you, and thia book is the best.
Product Description
The Action Selling Sales Training and Selling Skills Book Series includes:
- Action Selling: How to sell like a professional, even if you think you are one.
-Selling Your Price: How to escape the race to the bargain basement
- Questions: The Answer to Sales
- Masters of Loyalty: How to turn your sales force into a loyalty force
The Action Selling Book Series will dramatically improve the sales behavior of your sales force.
Action Selling: Are your salespeople "Winging It" during calls? With Action Selling, they`ll learn the Five Critical Sales Skills that really matter and how to follow a proven process that has helped over 300,000 become top selling producers.
Selling Your Price: Do your salespeople rely on old habits, manipulative tricks or price concessions to close the sale? With Selling Your Price, salespeople learn how to sell value and protect margins while winning more business.
Questions: The Answer to Sales: Do your salespeople depend on the gift of gab to win sales? With Questions, they`ll know how and when to ask the best-questions that lead to gaining commitment.
Masters of Loyalty: Do your salespeople sell loyalty? With Masters, they`ll learn how to create real loyalty; loyalty that makes customers stop shopping and be forever deaf to competitor`s appeals.
Product Description
INTEREST RATES 22%...surviving a RAPE ATTACK... an alcoholic husband...during my thirty years actively participating in what is known to the public as Real Estate. Showing homes at all hours in all conditions. Managing and training newly licensed associates and crusty old salesmen. Travel with me and meet the dedicated, overworked people who have kept the integrity of our profession alive through the onslaught of the BANKING INDUSTRY, the INTERNET QUICK FIXES and FLY-BY- NIGHT mortgage companies. If you read carefully, you will find your Realtor trying to keep home life normal, handle your transaction and remain afloat financially. Laugh and cry and wonder at the resilience of ordinary people in highly emotional situations.
Books:
- Interest Rate Models - Theory and Practice: With Smile, Inflation and Credit (Springer Finance)
- International Economics: Theory and Policy (6th Edition)
- Introduction to Materials Management (5th Edition)
- Managing for Dummies, Second Edition
- Managing Innovation, Design and Creativity
- Marketing Management (12th Edition) (Marketing Management)
- Marketing Management (12th Edition) (Marketing Management)
- Marketing Research Essentials
- Mathematics for Economists
- Mathematics for Finance: An Introduction to Financial Engineering (Springer Undergraduate Mathematics Series)
Books Index
Books Home
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