Mastering Hidden Forces That Determine Success

The Inner Game Of Selling Mastering the Hidden Forces That Determine Your Success

by Ron Willingham

"The most comprehensive and practical book I've seen on goal development and overcoming barriers to achievement." –Beca Infrastructure Ltd, Auckland, NZ

"By using the principles found in this book, our people's sales increased, on average, more than 26 percent." – ERA Japan Corporation

"Whether you are in the business of selling, leading, or participating as a member of the human race, this book is the bedrock to living a more fulfilling and productive life." – CEO, GAMA International

As the founder and CEO of an international training and development company with over 1.5 million graduates in 80 nations and a client list that includes Johnson & Johnson, American Red Cross and IBM, Ron Willingham is a leading authority on the strategies of selling.

In THE INNER GAME OF SELLING, readers learn that the key to becoming a successful salesperson is not how you sell, but why you sell, and not what you know, but who you are. In order to sell well, a salesperson must believe in the product and in themselves, communicating a sense of integrity that brings them confidence and power, and creates a relationship of trust with the customers.

According to Ron Willingham, selling is 85% emotional and 15% logical. Unfortunately, this is why 80% of all salespeople do not sell as well as they could – they do not realize that selling should not be about persuading and convincing, but should involve identifying and satisfying people's needs.

How many times have you walked into a car dealership or a clothing store and the salespeople have surrounded you like sharks, pressuring you to buy model A when you really wanted model B, or convincing you that you must have the matching jacket for the pair of pants you have chosen?

Willingham explains in THE INNER GAME OF SELLING to gain true success in selling, salespeople must go much deeper than the bottom line. Willingham explains:

• Why old selling myths, like the "hard sell", persuasive gimmicks, and closing techniques don't work, and how they actually are destructive.

• Tips on how to get through mental, emotional, and spiritual blockages that keep salespeople performing on a plateau.

• How to understand and attain the four core traits that all highly successful salespeople share. • How to think differently – don't just think of customers as buying machines, but think of them as people.

• Techniques that will increase self-confidence, will differentiate you from ordinary salespeople, and make room for growth and advancement to previously unimagined levels.

THE INNER GAME OF SELLING should be in the hands of all managers who want their team to excel and of all salespeople who want to improve their skills as well as themselves.

Ron Willingham encourages salespeople to forget the old, destructive selling myths they have been taught, like negotiation strategies and closing techniques, and instead to embrace who they are and what they stand for.

Willingham has synthesized his decades of experience, field-tested research, and a career-long dedication to ethical and passionate salesmanship to arrive at the groundbreaking insight that salespeople will sell at their highest level only when they achieve emotional and spiritual alignment. A sense of one's own self-worth combined with a belief in the product will inspire that crucial ingredient in potential customers: trust.

THE INNER GAME OF SELLING shows salespeople how to overcome self-limiting beliefs and move on to a new relationship with their customers and, more importantly, a new relationship with themselves. Based on a proven program that has produced stunning results for many major Fortune 500 companies, Willingham shows salespeople how to:

• Decide what they stand for • Improve their self-confidence • Sell the way people want to buy • Create real value for people, rather than merely sell another product or service • Experience more positive responses and respect from customers and clients • Develop a dynamic prosperity consciousness that will continually expand • Understand people and help them feel understood • Overcome past blockages to their success

Willingham combines a down-to-earth, entertaining, anecdotal tone with his considerable expertise to provide a step-by-step guide on how to become a better salesperson and a more fulfilled person. He also includes practice activities that have been tested and proven to work. With an approach that replaces old and outdated concepts, Ron Willingham revolutionizes the game of selling.

ABOUT THE AUTHOR Ron Willingham is Founder and CEO of Integrity Systems, Inc., an international training and development company, with over 1.5 million graduates in 80 nations. His organization is the leader in helping organizations succeed with ethical, values-driven people development strategies. Integrity Systems' client list read like a Who's-Who in business: Johnson & Johnson, American Red Cross, IBM, The Guardian Life Insurance Co., Library of Congress, Franklin Templeton, and over 2,000 others. He is the author of Integrity Service and nine other books. Willingham lives in Phoenix, AZ.

RON WILLINGHAM WILL BE IN AUCKLAND 13-16 FEBRUARY 2007

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