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Authenticity: The Head, Heart, and Soul of Selling, by Ron Willingham
Download PDF Authenticity: The Head, Heart, and Soul of Selling, by Ron Willingham
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Most sales training focuses on getting to know the product, analyzing the market, and identifying the competition, but there is more to sales success than that. Successful selling takes three types of preparation:
• The what: knowing the product, the industry, and the competition
• The how: applying the knowledge, enhancing social interaction, developing relationships, and dealing with emotional ups and downs
• The why: understanding the customer’s purpose, intention, values, inner belief boundaries, and self-value
Emotional factors are powerful contributors to sales success. In this book, you will go beyond the what to the how and why, and learn whole-being selling—selling that utilizes the head, heart, and soul and brings mental, emotional, and spiritual forces together.
in Authenticity, sales expert Ron Willingham shares new discoveries about the deeper causes of sales success or failure, and offers a step-by-step guide to:
• Develop stronger client relationships through enhanced social skills
• Increase the value you bring to customers (and feel more worthy of success and compensation)
• Boost sales by learning and applying the fundamentals of client-focused selling
- Sales Rank: #166028 in Books
- Published on: 2014-05-06
- Released on: 2014-05-06
- Original language: English
- Number of items: 1
- Dimensions: 8.63" h x 1.13" w x 5.80" l, 1.00 pounds
- Binding: Hardcover
- 336 pages
Review
"Authenticity guides one to create a strong personal character, lovingly put into service to the larger whole of humanity, as a rich foundation for a satisfying and successful life in all fields of endeavor."
—William A. Tiller, Ph.D., Professor Emeritus, Stanford University, author of Science and Human Transformation
“A great read on the art of selling and what it takes to be successful. I highly recommend this book for anyone interested in increasing their success.” —Jerry Colangelo, CEO of USA Basketball and former owner of the Phoenix Suns and Arizona Diamondbacks
“No one knows the heart, head, and soul of selling as well as Ron Willingham. Authenticity is how everyone should approach selling today. I love the book.”
—Pat Sullivan, CEO of Contatta, founder of ACT! and SalesLogix, and pioneer of CRM systems
“In an era when trust is so fragile, the professional sales person must be able to sell with both heart and head—demonstrating both vulnerability and competence. A well-balanced combination of EQ and IQ is the formula for success in today’s world of sales. Ron Willingham puts theory into practical terms in his latest insightful masterpiece. Read it, study it, and apply it for your successful journey into mega-sales.”
—Jeff Hughes, CEO of GAMA International
About the Author
Ron Willingham is the author of 11 books, and more than 20 training courses that have been conducted in 130 nations, with more than 1.5 million graduates. In the early 1980s, his Integrity Selling course was the first to combine client-focused, needs-based selling concepts aimed at creating actual behavior change. He was the first chairperson of the National Speakers Association’s Sales Trainers Group. After entering the training and development field in the mid-1960s, he worked with great thinkers in the human potential field including Dr. Maxwell Maltz, author of the bestselling book Psycho-Cybernetics, and W. Clement Stone, author with Napoleon Hill of Success Through a Positive Mental Attitude.
His unique Authentic Salesperson course, upon which this book is based, was launched in 2011
Most helpful customer reviews
4 of 4 people found the following review helpful.
Buy it. Read it. Live it.
By Price Pritchett, Ph.D.
When Ron Willingham writes a book, I read it. He always gives ideas and guidance that make me a better me. His newest piece, Authenticity, has true depth and...well...authenticity! Ron cuts to the core of selling, explaining--in clear terms--the deep psychology of how to fundamentally change one's game as a sales person. This is a message each of us can use to become more fulfilled and effective in life because, after all, everybody sells.
3 of 3 people found the following review helpful.
Authenticity Satisfies the Soul
By Hattie R. Bryant
Plastic breaks and so do we when we try to live and work at a surface level. We are plastic if we don’t keep learning not just the things we need to know but the reasons underlying our knowing. This is what Mr. Willingham is delivering in his new book, Authenticity. I have made a living as a sales person since 1979 and have read all the famous books on how to sell. Just when I thought I understood my craft, this book presents fresh insight. On a sales call via the phone yesterday I opened to page 121 and just one sentence on the page kept me right on target to close the sale of my life.
2 of 2 people found the following review helpful.
Willingham does it again!
By Roy E. Taylor III
This the textbook you wish every salesperson you ever met had read and mastered!
For years Ron Willingham has been teaching salespeople that the true path to career fulfillment and success in the profession lies in building a habit of client-first focus. His other books crowd the bookshelves of the world's most successful sales professionals, dogeared and bookmarked with good reason. Just look at the folks that endorsed this book to understand the wide appeal his work has for those who know their craft.
In this new book, he lays out the clearest and most comprehensive six step selling process I've ever seen. You can perceive a definite evolution proceeding from his older material to a place where the needs and interests of the client are paramount. The process he lays out, 6 steps in all, are as simple as they are profound and grounded in the premise that no sale really takes place outside of this natural process. In today's world, where we employ more accidental salespeople than those who have trained and honed their skills into a craft, the book is all the more important for its use of of the 6 step process.
The real value of the book, and Willingham's philosophy, though, isn't constrained to a mnemonic process. Rather, he bookends the process with a series of brief and profound psychological exercises designed to bring awareness to our default levels of focus and selling preferences. This alone is worth the price of the book, but the most powerful chapters form the latter part of the book. Its there that we find the encouragement and models necessary to clear out the harmful toxins that have accumulated in our psyches and unconsciously affect our selling behaviors. Here Willingham is at his best and operating out of a near-monopoly of working with the deepest drivers of success and creating real and lasting behavior change.
It might sound cliche, but if you can only read one sales book today read this one. If you can read two, buy this one and read it twice.
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