The Inner Game of Selling: Mastering the Hidden Forces that Determine Your Success

Overview

Selling is 85% emotional and 15% logical.

Forget everything you've been taught about selling — forget the hardsell, 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. Today's consumers are wise to the old-fashioned gimmicks, ...

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The Inner Game of Selling: Mastering the Hidden Forces that Determine Your Success

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Overview

Selling is 85% emotional and 15% logical.

Forget everything you've been taught about selling — forget the hardsell, 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. 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, opens 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 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 you will sell at your highest level only when you achieve emotional and spiritual alignment. Your sense of your own self-worth combined with a belief in your product will inspire that crucial ingredient in potential customers: trust. The Inner Game of Selling shows you how to overcome self-limiting beliefs and move on to a new relationship with your customers and, more important, a new relationship with yourself. Your new inner strengths will truly benefit you and your 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.

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Editorial Reviews

From the Publisher
"Talk about a paradigm shift! This amazing book turns 'hard' selling on its head. 'Who I am' and 'why am I selling?' are far more important than 'what you know' and 'how to sell.' This philosophy beautifully summarizes Ron's remarkable professional success and contributions and clearly and compellingly demonstrates why 'inner selling' produces superior, sustained results and the fruits of peace of conscience." — Stephen R. Covey, author of The 7 Habits of Highly Effective People and The 8th Habit: From Effectiveness to Greatness

"I have known Ron for many years. The depth of his knowledge of the sales process and clear understanding of what makes a successful salesperson is greater than that of any one I know. His latest book, The Inner Game of Selling, goes well beyond many traditional beliefs and gets to the crux of what it takes to succeed in the field of sales." — Barry Griswell, President & CEO, Principal Financial Group

"The Inner Game of Selling crystallizes a breakthrough concept in selling. It is a unique approach to selling, unlike any other. Everyone in sales, or considering a career in sales, should read this book." — Dennis Manning, CLU, ChFC, President and CEO, The Guardian Life Insurance Company

"Ron Willingham's book is grounded in solid psychology, and it provides an elegant course in the most fundamental aspects of human performance. The Inner Game of Selling is a sophisticated message from a true expert. It's wise, clear, and cuts to the core of what makes a winner." — Price Pritchett, Ph.D., Pritchett & Associates, Management Psychologists

"The words, thoughts, ideas, and developmental activities in Ron Willingham's latest book will help our sales associates achieve greater success. This book should be part of every salesperson's library." — David Horowitz, SRVP Education, Coldwell Banker, NRT

Publishers Weekly
Your ability to sell is much more an issue of who you are than what you know," asserts Willingham, CEO of the sales training organization Integrity Solutions, in this workbook-style manual. Moving beyond the usual sales advice about gimmicks and closings, he focuses on the emotional factors behind effective sales and the hangups that prevent salespeople from achieving their full potential. Willingham synthesizes advice from his successful sales seminars, offering self-assessments and scorecards to aid the reader in applying each chapter's lessons. From an initial chapter on understanding the personal context in which one approaches one's job, through chapters on understanding boundaries, breaking through barriers to success and activating the drive to achievement, the advice is much more psychologically oriented than in most business books. Despite occasionally complicated concepts and more warm-and-fuzzy approaches than the average business reader might be used to, this book is worthwhile for salespeople and readers who may be wondering how to move forward in their work or even their personal lives. (Sept. 6) Copyright 2006 Reed Business Information.
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Product Details

  • ISBN-13: 9781451691344
  • Publisher: Free Press
  • Publication date: 4/28/2012
  • Pages: 272
  • Sales rank: 1,408,269
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.90 (d)

Meet the Author

Ron Willingham is founder and CEO of Integrity Systems, Inc., an international training and development company with more than 1.5 million graduates in 80 nations. His organization is the leader in helping organizations succeed with ethical, values-driven people-development strategies. Integrity Systems's client list reads like a Who's Who of business: Johnson & Johnson, American Red Cross, IBM, The Guardian Life Insurance Company, Principal Financial Group, Franklin Templeton, and more than 2,000 others. He is the author of Integrity Service and Integrity Selling for the 21st Century. Willingham lives in Phoenix, Arizona.

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