Read by Ron Willingham

Selling is 85% emotional and 15% logical. Forget everything that has been taught about selling. Forget the hardsell, forget negotiation strategies, and 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 salespeople of energy and dignity. Today's consumers are wise to the old-fashioned gimmicks, extremely informed about their options, and very particular about what they want. The old tricks simply do not work anymore. Willingham, author of Integrity Service and CEO of Integrity Systems, reveals a completely new truth about selling: The ability to sell is more a question of who the salesperson is than of what they know. Accordingly, why you sell is far more important than how you sell. Salespeople perform according to their inner beliefs about themselves, about what it is possible for them to sell and earn, and about what they deserve to achieve. These beliefs set the boundaries of their self-image and ultimately determine their success or failure. Willingham has synthesized his decades of experience, field-tested research, and a career-long dedication to ethical and passionate salesmanship to arrive at the groundbreaking insight that people will sell at their highest level only when they achieve emotional and spiritual alignment. A sense of personal self-worth combined with a belief in the product will inspire that crucial ingredient in potential customers: trust. The Inner Game of Selling shows how to overcome self-limiting beliefs and move on to a new relationship with customers and, more important, a new relationship with yourself. New inner strengths will truly benefit salespeople and their customers in any sales situation. Willingham is at the leading edge of a values shift in sales culture, from product-focus to personal empowerment. The Inner Game of Selling establishes a groundbreaking new paradigm that will utterly transform the philosophy and practice of selling

Mode of access: World Wide Web