Integrity Selling Point #2: Something You Do With Someone

Ron Willingham second point, in Integrity Selling; How to Succeed in Selling in the Competitive Years Ahead (New York: Doubleday, 1987), p. xv, is that sales is something you do with someone not to someone.

The traditional idea that a good salesperson could sell refrigerators to Eskimos, forget it. You work with customers to find out what they need, gain their trust, then help them make the decisions that allow them to buy the things they need to realize their dreams. With the coming days of mass customization, you'll be able to design a separate project for each customer.

Think of yourself as a consultant. Customers will even help you design your products if you will let them.

What do you think about this? Post a comment to this blog.

This is some of the stuff that will go into my entrepreneurship course. The ideas in it supply the life's blood of my professional activities: teaching, writing, and real estate. For entrepreneurial real estate go to www.yourstopforrealestate.com/blog and for entrepreneurial writing to www.kearneymusicschoolmurders.blogspot/com.