Honesty Sells

Honesty Sells
Author: Steven Gaffney
Publisher: John Wiley & Sons
Total Pages: 167
Release: 2009-04-08
Genre: Business & Economics
ISBN: 0470473878

Looking for an edge in today's tough selling market? Honesty Sells challenges you to abandon clichéd sales techniques that rely on manipulation and deceit. Instead, by being honest and open with clients, you will be rewarded with long-term, profitable relationships—at the expense of no one but your competition... PRAISE FOR HONESTY SELLS "I've been in the field of sales leadership for twenty-four years with a major organization. I've recruited, trained, and developed thousands of salespeople over those years. Where has this book been? It should be a must-read for every new salesperson. This is a simple topic that isn't easy to execute day to day. Honesty Sells helps you change your mental map about how to approach business and relationships. Do the right thing....always!" —Scott DiGiammarino, Group Vice President, Ameriprise Financial "Honesty Sells has already made a huge impact in my business and it's a keeper. I recommend it for any business CEO trying to maximize and keep their profits." —Richard Strauss, President, Strauss Radio Strategies, Inc. "Honesty Sells is not just a book for salespeople. As a public relations professional, Gaffney and Francis's solid principles and coaching have helped me to develop and maintain relationships that are key to the success of my business." —Avery Mann, Director of Media & Public Relations, FOX TV's America's Most Wanted "Literally thirty minutes after absorbing their sales advice, I was on the phone applying concepts and strategies that enabled me to effectively move forward a deal accounting for 57 percent of my quota for the entire sales quarter. Here's the best part: this was during my first month on the job." —Raj Shahani, Yahoo! "Thank you so much for the inspiration. Your selling techniques were just the shot in the arm that this old veteran really needed. I have four new clients in just a week's time! Hip hip hooray!!" —Nancy Daniels, Regional Director, HelmsBriscoe "A top-notch sales pro who knows how to make progress in a difficult market. Bad economy. Government sales. Makes no difference—the job gets done." —Paul Lemberg, Lemberg and Associates "In addition to the practical and proven tips and techniques, this advice is based on extensive sales research and investigation with respect to what produces results. All the 'out of the box' suggestions are attention-getting but also get results!" —Janet Armstrong, Director, Management Consulting, Ajilon Consulting

The Transparency Sale

The Transparency Sale
Author: Todd Caponi
Publisher: IdeaPress Publishing
Total Pages: 0
Release: 2020-06-02
Genre: Business & Economics
ISBN: 9781646870226

The future of sales is radically transparent. Are you ready for it? Today, anyone buying anything relies on reviews and feedback shared by strangers and often trust those anonymously posted experiences more than the claims made by the providers of the products or services themselves. They expect to see the full picture and find out all of the pros and cons before making any purchase. And the larger the purchase, the greater the demand for transparency. What if the key to selling was to do exactly the opposite of what most sales courses tell you to do? It may be hard to imagine, but something as counterintuitive as leading with your flaws can result in faster sales cycles, increased win rates, and makes competing with you almost impossible. Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. In this groundbreaking book, award winning sales leader Todd Caponi will reveal his hard-earned secrets for engaging potential buyers with unexpected honesty and understanding the buying brain to get the deal you want, while delighting your customer with the experience.

Selling with Integrity

Selling with Integrity
Author: Sharon Drew Morgen
Publisher: National Geographic Books
Total Pages: 0
Release: 1997-03-01
Genre: Business & Economics
ISBN: 1576750175

Introduces a fresh approach to the art of selling -- where the buyer's needs count for more than the seller's -- Introduces the ""Buying-Facilitation"" technique, based on mutual respect, collaboration, trust, honor, and service -- Shows sellers how to find appropriate buyers and weed out inappropriate ones quickly, vastly reducing the sales cycle -- Schematic drawings, case studies, and ""skill sets"" help the reader master the author's sales approach The traditional sales model involves convincing and coercing buyers into believing they can't live without what sellers have to offer. According to this view, the seller and the product are at the center of the process, and the buyer's interests are marginal: a successful seller is one who can create a ""need"" where none exists. Selling with Integrity is based on the author's belief that closing the sale is less important than respecting the interests of the buyer. Morgen argues that the seller's primary responsibility is to 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. Buyers "win" by having their needs met. Sellers "win" by getting to work within their value systems and by expediting the decision-making process with appropriate prospective buyers. This frank assessment of the potential buyer's needs involves cooperation rather than confrontation, creating a better overall experience. Morgen's approach restores to the job of selling the honesty, integrity, and humanity that are missing from traditional sales techniques.

The Four Pillars of Sales

The Four Pillars of Sales
Author: Savage Gerry
Publisher:
Total Pages: 184
Release: 2020-02
Genre: Business & Economics
ISBN: 9781646490288

There are countless books about sales and success, but none except The Four Pillars of Sales takes you on a real life journey that gives you the tools necessary to reach the success you desire. Learn to quickly adapt your own personality style to that of your customer and find yourself reaching career heights you never dreamed possible. "The Four Pillars ... should be in every professional's library." --ROBERT LEOPOLD, Regional Sales Director, 3T Medical Systems "The blueprint for building a successful career ... and lasting personal partnerships." --STEVE deBREE, President, Performance Possibilities Group Inc.

Tell The Truth

Tell The Truth
Author: Sue Unerman
Publisher: BenBella Books
Total Pages: 258
Release: 2012-04-03
Genre: Business & Economics
ISBN: 1936661462

Truth is a powerful marketing tool—and really the only way to promote a message and brand effectively. Truth in advertising has long been something to ignore, or at least downplay. The role of advertising has been to position and manipulate brands to convince consumers that they're imbued with qualities they don't necessarily possess, or presume to tell them which ones matter. It worked when the brand's voice was the only voice, but with the rise of social media that era is over. Marketers have focused their messages on entertainment, creating funny or engaging campaigns that win awards but don't always sell products. Consumers determine what's true, and smart companies have realized that every communications medium can and will be used to contribute to those conclusions. In Tell the Truth, Jonathan Baskin and Sue Unerman look at the content and context of marketing communications. They provide the research of hundreds of companies and in-depth case studies on more than 50 global brands to show us that truthful brands deliver sales, profits, and sustainable relationships. Truth truly yields true competitive advantage.

Would I Lie to You?

Would I Lie to You?
Author: Judi Ketteler
Publisher: Citadel Press
Total Pages: 280
Release: 2019-12-31
Genre: Self-Help
ISBN: 0806540109

“An interesting reported memoir about the power of honesty—not surprisingly, a surprisingly honest account.” —Gretchen Rubin, bestselling author of The Happiness Project “Some books change how you think. Some change how you act. Would I Lie to You? does both.” —KJ Dell’Antonia, editor New York Times Motherlode blog, and author of How to Be a Happier Parent Inspired by her popular New York Times article, “How Honesty Could Make You Happier,” award-winning journalist Judi Ketteler takes a deep dive into the hard truths about honesty, from the personal to the political . . . We’re incensed by politicians who lie and corporations that cheat, but when it comes to our own honesty choices, we often barely notice. So, what happens when we do notice? Judi Ketteler thought of herself as an honest person. And yet, she knew it wasn’t the whole story . . . How often was Judi engaging in the same dishonest behavior she was condemning in others? To answer that question, she started her “Honesty Journal,” and set out to confront her perennial fear of speaking the truth in a range of situations—including with friends, her kids, and even inside her complicated marriage. The result is a timely consideration of the joys and pains of truth in a world that seems committed to lying. “Great for generating discussion on the subject of authenticity and thinking through tough questions.” —Library Journal “Would I Lie to You? is filled with so many fresh insights and proactive solutions that it could pass for a masterclass on honesty.” —Camille Pagán, bestselling author of I’m Fine and Neither Are You “Candor, humor, and wry guidance for developing positive, forthright relationships with ourselves and others.” —Foreword Magazine

Integrity Selling for the 21st Century

Integrity Selling for the 21st Century
Author: Ron Willingham
Publisher: Currency
Total Pages: 239
Release: 2003-06-17
Genre: Business & Economics
ISBN: 0385509561

“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 & 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.

The Science of Living With Honesty and Integrity

The Science of Living With Honesty and Integrity
Author: John Davidson
Publisher: JD-Biz Corp Publishing
Total Pages: 52
Release: 2013-05-15
Genre: Business & Economics
ISBN: 1310438951

The Science of Living With Honesty and Integrity Table of Contents Introduction Earning Good Karma. Quite an honest man! Let My Conscience Speak for Me Black, Gray and White – Inflexibility And Compromise. Walk Quietly by, by the Other Side Conclusion Author Bio Introduction “Integrity is telling myself the truth. And honesty is telling the truth to other people.”- Spencer Johnson. I was reading a story by a French writer, in the 17th century, and I found this line very amusing. “The more he talked about his honesty, the faster we counted our spoons.” Well, cynicism is definitely not something new in the 21st century. It has passed down the ages, and especially, when Shakespeare said “The lady doth protest too much, methinks,” when he wrote Hamlet in 1602. Here was a clear-sighted person who knew that somebody was trying to persuade herself and trying to pretend to the world that what she was saying was her own belief and the truth as she saw it. How many of us are self-deceivers? Some of us will not and cannot face reality. Some of us are ready to blame others for our shortcomings. Some of us are quite prepared to fight for what we consider to be the truth, because we have expounded it, and we want other people to share our beliefs and thoughts. Be honest with yourself. Once you have faced reality, you can be honest with others. Honesty, especially when you are able to face reality, and you can understand that you are in the wrong or you are in the right is something very few people can do. They would rather stick their heads in the sand, hoping against hope that the problem is going to go away. Of course, they were not responsible for that particular problem. It just happened. I was reading a Novel by Amanda Quick in which the whole family decided that they belonged to Bad blood, which was frivolous, spendthrift, and definitely not responsible. That is why they could fob off all their extravagances, and stupid behavior, to this excuse, “we cannot help it, our ancestors were like that and they passed on their habits to us.” This was Regency England. Even today, we have plenty of people using the same excuse, because they are definitely not honest enough to admit it that they do not have the strength or the willpower or the inclination to make something of themselves. They would rather go with the wind, and pretend helplessly, that they really cannot do something, because, well, they are not capable of doing that. They belong to a genetically imperfect family, they do not have any money, they have always been pulled down by circumstances and situations, and other such puerile and feeble excuses. These are just ways and means in which they can shirk their responsibilities. These people are slackers and freeloaders. They are not honest, to themselves, or to others, however much they may pretend to be honest in the given sense of the word. They also do not have personal integrity.

Masters of Sales

Masters of Sales
Author: Ivan Misner
Publisher: Entrepreneur Press
Total Pages: 322
Release: 2007-08-01
Genre: Business & Economics
ISBN: 161308143X

Sold! The magic word. The holy grail. Why are some salespeople remarkably successful, while others make call after call with no results? How do some turn any no into a yes, while others can’t even get their foot in the door? For the first time, more than 70 of the most successful salespeople in the world have come together to reveal their secrets to success. You’ll learn what makes these outstanding sellers true masters of their craft—and how you can adapt the masters’ tactics for your own. Learn Martha Stewart’s secrets to promoting yourself as an expert. Discover the 11 key questions to ask from Harvey McKay. Get Anthony Parinello’s advice on selling to CEOs. Be trained in guerrilla tactics for direct selling from Jay Conrad Levinson. Find out Brian Tracy’s secrets on the psychology of selling. Bursting with valuable advice from Jack Canfield, Anthony Robbins, Keith Ferrazzi, Tom Hopkins, Al Lautenslager and more than 60 other masters of the art of selling, this exclusive compilation of the best sales strategies ever known puts you on the fast track to sales success.

The Adman’s Dilemma

The Adman’s Dilemma
Author: Paul Rutherford
Publisher: University of Toronto Press
Total Pages: 467
Release: 2018-10-11
Genre: Social Science
ISBN: 1487519036

The Adman’s Dilemma is a cultural biography that explores the rise and fall of the advertising man as a figure who became effectively a licensed deceiver in the process of governing the lives of American consumers. Apparently this personage was caught up in a contradiction, both compelled to deceive yet supposed to tell the truth. It was this moral condition and its consequences that made the adman so interesting to critics, novelists, and eventually filmmakers. The biography tracks his saga from its origins in the exaggerated doings of P.T. Barnum, the emergence of a new profession in the 1920s, the heyday of the adman’s influence during the post-WW2 era, the later rebranding of the adman as artist, until the apparent demise of the figure, symbolized by the triumph of that consummate huckster, Donald Trump. In The Adman’s Dilemma, author Paul Rutherford explores how people inside and outside the advertising industry have understood the conflict between artifice and authenticity. The book employs a range of fictional and nonfictional sources, including memoirs, novels, movies, TV shows, websites, and museum exhibits to suggest how the adman embodied some of the strange realities of modernity.