The Best Seller!: The New Psychology of Selling and Persuading People

Willingham, Ron

Business & Money

PRENTICE/HALL

The Best Seller!: The New Psychology of Selling and Persuading People [paperback] Willingham, Ron [Feb 01, 1984]

Prentice Hall Pr

Offers step-by-step guidelines and tips for providing superior customer service, discussing customer satisfaction, how to identify customer needs, problem solving, and other topics

Hey, I'm the Customer: Front Line Tips for Providing Superior Customer Service

Management & Leadership

Prentice-Hall Press

In the last decade, billions of dollars have been spent on process improvement and reorganization, most of which generally failed to achieve the desired increases in productivity. Sadly, the result was fear, distrust, paranoia, and low employee and manager morale. Business's greatest blunder of the last decade has been the belief, backed by billions of dollars invested, that technology and organizational strategies would solve the problem of flat productivity. They didn't! The reason is painfully simple. Those strategies overlooked the most basic factor in success: the productive potential of people. Processes and organizational strategies don't produce, people do. But they only do it in the right environment, with positive leadership. The People Principle brings this powerful, simple, clear message to you, along with ways to lead people that promote creativity and high productivity. In this book you'll learn: * Why 80 percent of your people are performing far below their capabilities right now, and what to do about it * How to create an environment in which people perform their best * How to foster high achievement drive and motivation in your people * Why ethical, value-driven behaviors are good for business Whether you manage two people ot two thousand, in a cottage industry or a Fortune 500 company, Ron Willingham's book will help you maximize your employees' productivity and, in doing so, boost your career and your company's bottom line.

The People Principle: A Revolutionary Redefinition of Leadership

St.Martin's Press

In the last decade, billions of dollars have been spent on process improvement and reorganization, most of which generally failed to achieve the desired increases in productivity. Sadly, the result was fear, distrust, paranoia, and low employee and manager morale.
Business's greatest blunder of the last decade has been the belief, backed by billions of dollars invested, that technology and organizational strategies would solve the problem of flat productivity. They didn't!
The reason is painfully simple. Those strategies overlooked the most basic factor in success: the productive potential of people. Processes and organizational strategies don't produce, people do. But they only do it in the right environment, with positive leadership.
The People Principle brings this powerful, simple, clear message to you, along with ways to lead people that promote creativity and high productivity.
In this book you'll learn:
* Why 80 percent of your people are performing far below their capabilities right now, and what to do about it * How to create an environment in which people perform their best * How to foster high achievement drive and motivation in your people * Why ethical, value-driven behaviors are good for business
Whether you manage two people ot two thousand, in a cottage industry or a Fortune 500 company, Ron Willingham's book will help you maximize your employees' productivity and, in doing so, boost your career and your company's bottom line.

St. Martin's: Griffin

"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.

Integrity Selling

DOUBLEDAY

"A masterful blend of practical philosophy tied to effective techniques. Must reading for all ambitious salespeople." -- Zig Ziglar, author of Top Performance

Marketing & Sales

Main Street Books

Presents a five-step system designed for high achievers to reach goals by following a simple and sensible program comprised of interactive exercises

When Good Isn't Good

Self-Help

Personal Transformation

“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... 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 &amp; 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.

Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy

Economics

Currency/Doubleday

Most sales training focuses on getting to know the product, analyzing the market, and identifying the competition, but there is more to sales success than that. Successful selling takes three types of preparation: • The what: knowing the product, the industry, and the competition • The how: applying the knowledge, enhancing social interaction, developing relationships, and dealing with emotional ups and downs • The why: understanding the customer’s purpose, intention, values, inner belief boundaries, and self-value Emotional factors are powerful contributors to sales success. In this book, you will go beyond the what to the how and why, and learn whole-being selling—selling that utilizes the head, heart, and soul and brings mental, emotional, and spiritual forces together. in Authenticity, sales expert Ron Willingham shares new discoveries about the deeper causes of sales success or failure, and offers a step-by-step guide to: • Develop stronger client relationships through enhanced social skills • Increase the value you bring to customers (and feel more worthy of success and compensation) • Boost sales by learning and applying the fundamentals of client-focused selling

Authenticity: The Head, Heart, and Soul of Selling

See the best price to sell, buy, or rent books by Willingham, Ron. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Willingham, Ron

See the best price to sell, buy, or rent books by Willingham, Ron. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

The Best Seller!: The New Psychology of Selling and Persuading People

The Best Seller!: The New Psychology of Selling and Persuading People

Hey, I'm the Customer: Front Line Tips for Providing Superior Customer Service

The People Principle: A Revolutionary Redefinition of Leadership

The People Principle: A Revolutionary Redefinition of Leadership

Integrity Selling

Integrity Selling

When Good Isn't Good

Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy

Authenticity: The Head, Heart, and Soul of Selling