Sales Chump

Title: Integrity Selling for the 21st Century
Author: Ron Willingham
Cost: $22.95 (book only, not the course)
Available at:  Amazon.com
Website: Integrity Selling

Summary:

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 mroe trusting, productive relationship. - Excerpt from flap of book.

Positives:

• Common sense selling approach
• Shows you types of behaviors and shows how to work with these types
• Focuses on needs based selling

Negatives:

• The course that goes with the system is really needed with the book
• Course is expensive

Overall Opinion:

I personally have taken and completed the course as well as have read the book.  Unfortunately the book is just a small step in this.  The course is very important to go with the book as it gives you detailed methods and chapters to practice these methods and you discuss with groups.  If the course came with the book for $22.95 it would be the best deal on the planet. 

The book, however, does provide very good insight to what Ron, himself, did in situations and how this sales training idea was thought up.  It is a very common sense approach to selling and makes sense but the book does more than just state the obvious.  It dives in depth about different steps used in the selling process and ways to make each step easier.

For any new or old sales person, it is a good book to pick up and read.  Don’t just read it once, read it multiple times and read chapters over and over. You will pick something new up almost every time.

Sales Chump Rating: 4.5/5

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Summary: 1 to 2 paragraph summary of the book.

Positives: The positives of the book.

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Overall Opinion: Sales Chump overall thoughts on the book.

Sales Chump Rating: Rating will be on a 5 star rating.

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