SELLING WITH INTEGRITY: REIN  -     By: Sharon Drew Morgen
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Berrett-Koehler Publishers / 1997 / Hardcover

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Product Description

Until now, sales has been based on a seller creating an environment in which their product gets promoted. Both traditional and consultative selling utilize essentially the same skills: have a great opening, a comprehensive pitch, product-focused questions, and great closing and negotiating skills. Until now, all sales methods have disrespected buyers by assuming the seller had the answers. Selling with Integrity introduces "Buying Facilitation(TM)," the first wholly new sales paradigm based on the belief that buyers have their own answers. Buyer-focused and solution-based, Buying Facilitation sets up trusting, respectful collaboration, mirroring the spiritual values emerging throughout today's business world.

Product Information

Format: Hardcover
Number of Pages: 243
Vendor: Berrett-Koehler Publishers
Publication Date: 1997
Dimensions: 9.22 X 6.29 X 0.96 (inches)
ISBN: 1576750175
ISBN-13: 9781576750179

Publisher's Description

"Selling with Integrity" is based on the author's belief that closing the sale is less important than respecting the interests of the buyer. Both are well served by the author's "Buying-Facilitation" technique, where service is the goal, discovery is the outcome, and the solution may or may not be a sale.

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