Selling with Integrity: Reinventing Sales Through Collaboration, Respect, and Serving

Sharon Drew Morgen, Author Berrett-Koehler Publishers $24.95 (243p) ISBN 978-1-57675-017-9
If written 20 years ago, this book would be considered revolutionary. Today, it seems outdated. Morgen (Sales on the Line) premises her entire case on the assumption that traditional business-to-business sellers--her primary audience--are trying to force something on a buyer ""without taking into account the full complement of a buyer's needs."" At one time, that was probably true. But these days, even the proverbial used-car dealers know that if they don't find out their customers' needs, the odds of a sale are slim. Morgen preaches what most sales people know already: they are in the business of helping buyers figure out exactly what they require. If they succeed, they have a chance to earn a commission. It is unfortunate that the author starts with the premise that the selling process is adversarial, because it all but obscures her valuable insights about how to frame questions to help close a sale and how salespeople can listen better. 20,000 first printing; $50,000 ad/promo; author tour. (June)
Reviewed on: 12/30/1996
Release date: 01/01/1997
Paperback - 243 pages - 978-0-425-17156-1
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