Selling With Integrity

"The new business paradigm [can be defined] as: the inclusion of ethics, values, and principles in individual, company, and business dealings for the purpose of serving a greater good."

"When we support the buyer in making the best decision available whether or not the seller's product is the answer, a relationship of trust and collaboration ensues. And the seller will close more sales due to finding the right people sooner."

"Traditional sales made a point of this: if the buyer didn't buy it was because the seller didn't do a good enough job of selling."

"The Consultative approach [to sales] has come a long way toward including the prospect in the interaction, toward attempting to make the prospect part of the process."

"In Buying Facilitation, it's the seller's job to help prospects discern what they need in our area of expertise and assist them in figuring out how to align the solution with the needs of the decision-making body."

"It's time for the seller to become a servant?to the buyer, to the company, to the culture. And in return, he will be served?by the buyer, the company, the culture. "

"When a salesperson approaches a prospect with a potential fix to a problem, there is no appreciation for what a prospect must deal with in order to change how she is currently handling the problem."

"The buyer is being served in his decision-making process, and the only decision to be made is whether or not the product is the correct solution."

"The Buying Decision Funnel is a questioning technique that leads prospects through a sequential thinking process to assist them in collecting all the data needed to find the best available solution to their problem."

"The only way a prospect will consider getting needs met through a particular supplier is if there is a rapport and shared values."

"During the discovery part of the interaction, you can take control of the structure of the conversation and the prospect is in control of the content."

"When you ask Facilitative questions, you are setting up perimeters that define and contain the territory to be explored and keep you within the area your product serves."

"In order to get the information you need to serve, support discovery, and continue an ongoing win-win collaboration with prospects, you need to be able to listen."

"The most important thing is to let the customer know he has been heard and his feelings count."

"Buying Facilitation brings a change in direction into the sales environment."

"Sales has been the foundation upon which corporations have been built. Sales is the very essence of our materialistic world view."