Selling with Integrity: Reinventing Sales Through Collaboration, Respect, and Serving

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Penguin Publishing Group, 1999 - Business & Economics - 243 pages
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%.

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Contents

A New Relationship Based SolutionFocused Sales Approach
1
The Buyer Taught Me How to Sell
3
Bringing Your Values to Work
11
Copyright

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About the author (1999)

Sharon Drew Morgen, the author of Sales on the Line and a former stockbroker at Merrill Lynch, is an international entrepreneur, speaker, and sales trainer. Her current clients include IBM, Dreyfus-Mellon, Boston Scientific, Dean Witter Reynolds, The Bureau of National Affairs, and The Vendo Company.

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