Sharon Drew Morgen - Selling with integrity: reinventing sales through collaboration, respect, and serving
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Selling with integrity: reinventing sales through collaboration, respect, and serving
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Selling With Integrity : Reinventing Sales Through Collaboration, Respect, and Serving
author
:
Morgen, Sharon Drew.
publisher
:
Berrett Koehler
isbn10 | asin
:
1576750175
print isbn13
:
9781576750179
ebook isbn13
:
9781583764497
language
:
English
subject
Selling--Moral and ethical aspects, Integrity.
publication date
:
1997
lcc
:
HF5438.25.M665 1997eb
ddc
:
658.85
subject
:
Selling--Moral and ethical aspects, Integrity.
"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, coauthor of Chicken Soup for the Soul
"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
"Morgen has done it againcombined an exceptional approach to selling and made it clear and concise. She truly cares about the craft and the integrity of the most important of business professions: Selling. Read this book and practice what's between the covers. It will make your next sales call the most successful in your career." Larry Wilson, author of Stop Selling! Start Partnering, and CEO, Pecos River Learning, Inc.
"Sharon Drew Morgen has captured the highest purpose of business. This book is filled with practical tips that everyone in sales can use." Laurie Beth Jones, author of Jesus: CEO and The Path
"A great book. A must-read for anyone who helps other people buy." Harry Gossett, Vice President of Corporate Services, Whirlpool Financial Corporation
"I have been using Buying Facilitation for two years.... My business has increased dramatically; I work more effectively with higher quality skills, more excitement, and more time off than ever before; my personal communication has improved dramatically; and my excitement with my work continues growing as a result. Where was this new sales paradigm during all those years I struggled with sales?" Carolyn Gold, President, The Gold Group
"Morgen's no-nonsense, common-sense approach to sales puts the customer in the position of controlling the purchase process, based on his/her need to buy, not on the sellers need to sell. And that is a major step toward customer comfort and delight. Creating such a 'comfort zone' with the customer is critical to the business of telephone sales and service. As such, I look for these techniques to be adopted on a wide scale throughout the telebusiness sector. Indeed, I would hope that everyone in a sales position would take note." Robert E. Van Voohris, Jr., Editor-in-Chief, Teleprofessional Magazine
"Morgen offers a dramatically new paradigm for selling which has evolved from her own sales experience. She clearly positions her 'Buying Facilitation' approach in relation to mainstream selling methods and offers regular opportunities for self-assessment. In her step-by-step exposition, Sharon Drew looks in depth at the core of selling skills and how to develop them." John Adams, Executive Education Program Manager, Sun Microsystems, Inc.
"Sharon Drew Morgen brought an innovative approach to our dynamic marketing center and our technology-based clients. The results of her methodology surpassed all other training programs used in our years of experience as one of the largest telephone sales companies in the country. The Morgen Buying Facilitation Method increased program sales over 200% of our current run rate and greatly reduced the length of our sales cycle. Our salespeople were happier also." Laura Schaeffer, General Manager, The Southerland Group, Inc.
"With Buying Facilitation, I have increased my revenue dramatically while selling ethically and maintaining long-term client relations. I use Buying Facilitation throughout the sales cycle and for customer service. It's the best method I've ever used." Nick Miller, President, Clarity Advantage
"Most 'how-to-sell' books are either fluffy ('be aggressive'), gimmicky ('make sure you have a pleasant voice'), or manipulative ('tell the secretary you know the boss'), because the authors don't understand (or believe) that selling is actually about helping customers help themselves toward finding their own most workable solutions.... Sharon Drew's work is revolutionary, practical, curiously simple, and above all, amazingly effective." Michael Fulenwider, President, Multimedia Associates
Page i
Selling with Integrity
Page ii
OTHER BOOKS BY SHARON DREW MORGEN
Sales on the Line: Meeting the Business Demands of the '90s through Phone Partnering
SOMEBODY Makes a Difference
Page iii
Selling with Integrity
Reinventing Sales through Collaboration, Respect, and Serving
Sharon Drew Morgen
Page iv
Copyright 1997 by Sharon Drew Morgen
All rights reserved. No part of this publication may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording, or other electronic or mechanical methods, without the prior written permission of the publisher, except in the case of brief quotations embodied in critical reviews and certain other noncommercial uses permitted by copyright law. For permission requests, write to the publisher, addressed "Attention: Permissions Coordinator," at the address below.
Berrett-Koehler Publishers, Inc. 450 Sansome Street, Suite 1200 San Francisco, CA 94111-3320 Tel: 415-288-0260 Fax: 415-362-2512
Ordering Information
Individual sales. Berrett-Koehler publications are available through most bookstores. They can also be ordered direct from Berrett-Koehler at the address above.
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