Selling with Integrity Reinventing Sales through Collaboration, Respect, and Serving
by Morgen, Sharon DrewFormat: Hardcover
Pub. Date: 1997-03-01
Publisher(s): Berrett-Koehler Publishers
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Summary
Selling with Integrity introduces "The Morgen Buying Facilitation Method," the 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.
Author Biography
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. Morgen also runs learning-based sales seminars that integrate company vision with sales.
Table of Contents
| Foreword | |
| Preface | |
| Acknowledgments | |
| A New Relationship-Based, Solution-Focused Sales Approach | p. 1 |
| The Buyer Taught Me How to Sell | p. 3 |
| Bringing Your Values to Work | p. 11 |
| The Principles of Buying Facilitation | p. 23 |
| Comparing the Past, Present, and Future of Sales | p. 35 |
| The Seller as Servant | p. 53 |
| The Components of Buying Facilitation | p. 67 |
| The Factors in the Buying Decision Process | p. 69 |
| How People Buy | p. 83 |
| Creating a Relationship of Trust and Collaboration | p. 105 |
| Supporting the Process of Discovery | p. 119 |
| Formulating the Right Questions | p. 135 |
| Listening Skills | p. 153 |
| Being a Buying Facilitator | p. 167 |
| Using Buying Facilitation: Putting the Skills Together | p. 169 |
| Strengthening Customer Service through Buying Facilitation | p. 181 |
| Case Comparisons: Buying Facilitation, Traditional Sales, and Consultative Sales | p. 187 |
| Managing Salespeople in a Buying Facilitation Environment | p. 195 |
| Buying Facilitation in Action: On-the-Phone, Face-to-Face, and Across Sales Contexts | p. 205 |
| Reinventing Business by Reinventing Sales | p. 221 |
| Appendix | p. 227 |
| Bibliography | p. 231 |
| Index | p. 233 |
| About the Author | p. 241 |
| Table of Contents provided by Blackwell. All Rights Reserved. |
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