Forget everything you've been taught about selling: forget the hard sell, forget negotiation strategies, forget those closing techniques. In The Inner Game of Selling, Ron Willingham debunks the familiar myths about "sales skills", showing that those tired methods are too shallow and manipulative to do anything but alienate potential customers and drain you of energy and dignity.Willingham, author of Integrity Service and CEO of Integrity Systems, draws on decades of experience to open your eyes to a whole new truth about selling: Your ability to sell is more a question of who you are than of what you know. Accordingly, why you sell is far more important than how you sell. Salespeople perform according to their inner beliefs, which ultimately determine their success or failure. The Inner Game of Selling reveals how to overcome self-limiting beliefs, and tells you how to:
Decide what you stand for
Develop stronger levels of self-confidence
Sell the way people want to buy
Create real value for people, rather than merely selling another unit, product, or service
Separate yourself from other, ordinary salespeople
Experience more positive responses and respect from customers and clients
Develop a dynamic prosperity consciousness that will continually expand
Understand people and help them feel understood
Overcome past blockages to your success
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5 out of 5
This is my 5 question system for appraising business and management books. It isn't perfect but it works for me, I hope you find it useful...
1 Have I incorporated in my business or how I run my business any learnings from this book? Yes.
2 Did feel I wanted to understand really understand the book in depth, make notes and apply the content? Yes.
3 Is it a book I’ve gone back to in order to check I really get the ideas and concepts so I can apply them? Yes.
4 Is it a book I keep to hand on my mobile, where space is at a premium, so I can re-listen as and when? Yes.
5 Finally, is it a book that has brought insights and moved me forward? Yes.
Comments...Excellent book. Very insightful. The title inadvertently restricts the potential audience - wide application for all not just sales people.
- Graham Keegan
Great advice but...
- N. Ayres