High Trust Selling

This book gives a fresh understanding of the 'laws' that govern the sales profession. There is a major difference between being a salesperson in business and being in business as a salesperson. Being successful in sales has a lot more to do with what's on the inside of a person, and the person's ability to establish and foster loyal relationships.

In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating marginsùshort-term strategies that are destructive to the long-term sustainability of their business. High-Profit Selling helps readers understand that their sales goal shouldn't simply be to sell more, but to sell more at a higher priceàand that success comes only to those focused on ôprofitable sales.ö This eye-opening book shows readers how to: Avoid negotiating ò Actively listen to customers ò Match the benefits of their product or service with the customer's needs and pains ò Confidently communicate value ò Successfully execute a price increase with existing customers ò Ensure prospects are serious and not shopping for price Too many salespeople believe that a sale at any price is better than no sale at all. This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line.

Praise for Exceptional Selling "Thull's leading-edge thinking makes this book extraordinary. This straightforward guide to communicating across all cultures with credibility and respect will give you a significant competitive advantage in a complex and crowded global marketplace." Guenter Lauber, Vice President, Siemens Energy Rob Mancuso, Senior Vice President, Investors Financial Services Corp. "Thull has taken consultative and collaborative sales to new heights. The knowledge in this book is priceless. The trust and respect created by the diagnostic process is a must-have for success here in Asia and around the globe. It enables us to differentiate ourselves early and achieve long-lasting success." Tay Chong Siew, Major Customer Director, North Asia, BOC Gases "Having achieved exceptional success by working with Thull and implementing the strategy and process in his first two books, I'm astounded that his leading-edge thinking is captured in yet more detail in another brilliant book. The conversation examples of his powerful diagnostic approach will bring even greater success to our organization. Truly exceptional!" Alberto Chacin, Director of On Demand Services LAD, Oracle USA "Exceptional Selling is a dramatic departure from the vast majority of sales books. It scares me to see all the ways in which we can self-sabotage our sales opportunities-but that's only chapter one. Throughout the book, Thull describes compelling examples of how to succeed in a cluttered marketplace." Steven Rodriguez, Senior Vice President, Ceridian Corporation "Thull has again extended the concepts and thinking he developed in The Prime Solution and Mastering the Complex Sale. This is an essential read for anyone working to understand his customers in a complex world." Wayne Hutchinson, Vice President of SalesMarketing and Consulting, Shell Global Solutions International B.V.

“I have observed several hundred salespeople who were taught to use deceptive practices like ‘bait and switch’ and encouraged to play negotiation games with customers... In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher.” — Ron Willingham If you’ve tried manipulative, self-focused selling techniques that demean you and your customer, if you’ve ever wondered if selling could be more than just talking people into buying, then Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs — and believing that you can meet those needs — will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap the rewards of high sales. Since the publication of Ron Willingham’s enormously successful first book, Integrity Selling, his sales program has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the American Red Cross and the New York Times. In his new book, Integrity Selling for the 21st Century, Willingham explains how his selling system relates to today’s business climate — when the need for integrity is greater than ever before. 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 more trusting, productive relationship. Drawing upon Willingham’s years of experience and success stories from sales forces of the more than 2,000 companies that have adopted the Integrity Selling system, Ron Willingham has created a blueprint for achieving success in sales while staying true to your values.

Do you feel like your career exists somewhere between your last sale and your next one? Are you always searching for the way to bridge the gap and create long-term success? Does it seem that somehow your life is only about your ability to perform on the job? For too long you have bought into the idea that the business you do and the life you lead are completely separate. What Todd Duncan has learned in his twenty-two years of sales is the polar opposite: When you discover how to connect who you are and what you are about in your selling career, the results will be phenomenal and long-lasting. No matter what industry you work in or what type of sales position you hold, adopting the practical principles in High Trust Selling will open the door to a new way of thinking and a life beyond your wildest expectations. “Long-term sales success happens when high trust exists—when you are a trustworthy salesperson running a trustworthy sales business, and when it’s clear to your clients that you are a person of integrity who will not only do what you say but who also has the means to deliver.” —Todd Duncan

WHERE DO YOU SPEND YOUR TIME? The answer may shock you. In fact, as much as 75 percent of the time you spend at work is probably a waste of time. That’s right. 75 percent! If you’re looking to the exploding field of time-management tools for answers, you’re only wasting more time. After all, you can’t manage time. The only thing you can truly manage is what you do with your time. If you’re ready to propel your career and your life to new heights, Time Traps is the book. And now is the time. Endorsements: “Time Traps teaches how balancing your time and using it effectively can get you the freedom you seek.” –Dr. Stephen R. Covey, Author of the international bestseller The 7 Habits of Highly Effective People “Todd Duncan knows what it takes to get the most out of a day, and you would be all the wiser for heeding his advice in Time Traps. It’s a career and life-changing book.” –John C. Maxwell, New York Times best-selling author of The 21 Irrefutable Laws of Leadership “Don’t waste another second reading these quotes! Open this book and start learning how to expand your business without sacrificing your life.” –Gary Keller, Author of The Millionaire Real Estate Agent “Todd Duncan shows you how to use your time rather than abuse it. He’ll teach you to make time an ally to become productive and prosperous. Make time to read this book.” –Mark Sanborn, Author of The Fred Factor and president of Sanborn & Associates, Inc.

There is a major difference between being a sales person in business and being in business as a salesperson. Being successful in sales has a lot to do with what's on the inside of a person and one's ability to establish and foster loyal relationships.

The key to success in life and business is to become a master at Conversational Intelligence. It's not about how smart you are, but how open you are to learn new and effective powerful conversational rituals that prime the brain for trust, partnership, and mutual success. Conversational Intelligence translates the wealth of new insights coming out of neuroscience from across the globe, and brings the science down to earth so people can understand and apply it in their everyday lives. Author Judith Glaser presents a framework for knowing what kind of conversations trigger the lower, more primitive brain; and what activates higher-level intelligences such as trust, integrity, empathy, and good judgment. Conversational Intelligence makes complex scientific material simple to understand and apply through a wealth of easy to use tools, examples, conversational rituals, and practices for all levels of an organization.

Superior Sales Success #1 New Release in Global, Direct, and Industrial Marketing You are competing with the top salespeople in your industry for the same customers. For each sales opportunity there is only one winner. What separates a “winner” from the rest of the very best and makes them “strikingly different”? Six years of focused research involving more than 2,800 sales professionals from 135 countries reveals the 6 vital skills that separate top sales performers from the herd. Learn what it takes to be that one winner! What really works to stand out and sell more? In their book Strikingly Different Selling, Dale Merrill, Scott Savage, Jennifer Colosimo, and Randy Illig (the sales performance experts at FranklinCovey) reveal the secrets to consistent, predictable sales success. The 6 Vital Skills. The author team found that most consultants and sales professionals believed they were doing a great job in their client interactions. Yet 70 percent of the time client executives felt their meetings with sales professionals were a waste of time. To the authors, this was a major surprise. But, for the “Strikingly Different” sales professionals, there were six things they did to consistently outperform their competitors and radically change their client interactions and results. Go from being just one of the sales crowd to the superior choice. Read Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More and learn the details behind the 6 skills. The 6 vital skills to stand out and sell more: Capture Attention with Verbal Billboards Create Excitement with Movie Trailers Build Confidence with Flashbacks and Flashforwards Become Essential with “Why Us!” Differentiators Get Curious and Find the Gaps Navigate Traffic Lights and Close the Gaps If you have found books such as SPIN Selling, The Challenger Sale, To Sell is Human, The Secrets of Closing the Sale, or Start with Why to be useful; then your next read should be Strikingly Different Selling.

"The 10 Golden Rules of Customer Service (formally titled The $6,000 Egg) represents the costly mistake of removing customer satisfaction from the bottom line. Through the story of a $6,000 Egg, Deb Duncan and Todd Duncan reveal that even the smallest interactions have the power to create lifelong patrons, or on the flipside, alienate once-devoted customers"--Description from publisher website