Authenticity: The Head, Heart, and Soul of Selling

Authors: Willingham, Ron
Publisher: Penguin Publishing Group
BISAC/Subject: BUS107000, BUS059000, BUS058000
ISBN: 9780698153059, Related ISBNs: 0698153057, 0735205345, 9780698153059, 9780735205345
Classification: Non-Fiction
Number of pages: 336,
Audience: General/trade
Synopsis: 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
Sign up for our literacy platform for reading at home

LightSail includes up to 6,000 high interest, Lexile aligned book titles with every student subscription. Other titles are available for individual purchase.

Watch the power of

Lightsail in action

×

SUPPORT GROWING READERS

Immediately Engage Students
Immediately Engage Students
Simple intuitive design has classrooms reading within minutes.
Exponentially Grow Reading Time
Exponentially Grow Reading Time
Students love the LightSail experience and naturally spend more time reading.
Accelerate Literacy Development
Accelerate Literacy Development
Students reading 25 minutes a day on LightSail are seeing 2+ years of Lexile growth in a single year.

LightSail Education is a comprehensive Lexile and standards-aligned, literacy platform and digital e-book library. Including multimodal learning functionality and featuring books from leading publishers, LightSail holistically assesses and nurtures each student on their reading and writing-to-learn journey, throughout elementary, middle, and high school.

*LightSail offers a 2,000 or a 6,000 title bundle with its student subscriptions. Other titles are available for individual purchase.