“I have observed several hundred salespeople who were taught to use deceptive practices like ‘bait and switch’ and encouraged to play negotiation games wi

"Integrity Selling" offers a practical, six-step program that focuses on today's more sophisticated customer. From initial contact to the close, the customer's

Selling is 85% emotional and 15% logical. Forget everything you've been taught about selling -- forget the hardsell, forget negotiation strategies, forget those

Filled with in-depth examples of Buying Facilitation in action, Selling with Integrity details a practical questioning and listening process which facilitates b

Orientation - Preparation - Positioning - The encounter - Making the deal - The twelve essential rules of negotiation.