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

Sharon Drew Morgen, Author
Sharon Drew Morgen, Author Berrett-Koehler Publishers $24.95 (243p) ISBN 978-1-57675-017-9
Reviewed on: 12/30/1996
Release date: 01/01/1997
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 Today, it seems outdated.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)
The Best Books, Emailed Every Week
Tip Sheet!