Resources

2 Resources for

ron willingham

Believe in yourself; believe what you sell.: The Oscar-winning movie The Music Man contains a key scene that says a lot about sales. The main character, Harold Hill, sells student's music instruments and uniforms under the false premise that he'll remain in town as the music teacher. When the scheme unravels, the little boy he's...; Tags: Geoffrey James, Harold Hill, Ron Willingham, Sales, Sales force management, Sales Pro, Sales strategy; Blog posts 2007-09-03
Are You Selling for Sleazeballs?: Two key questions that every sales pro must confront: "What are my basic values?" and "Do I believe in what I'm selling?" If the answers don't agree, you'll never be very successful in sales. Even if you've got fantastic sales skills, customers will sense internal conflict and be far...; Tags: Sales Tips, General, Blogroll, Geoffrey James, sales, sales pro, Sales strategy, Sales force management, Ron Willingham; Blog posts 2007-07-09

How to Read a Customer's Mind: Selling would be easy if you could actually read the customer's mind, eh?Â Â While that's not an entirely realistic expectation, there do exist conceptual models that let you "get into the head" of your customer.Â While those models can't tell you exactly what the customer is thinking, they can...; Tags: Customer, Style, Sales Strategy, Sales Force Management, Sales, Geoffrey James; Blog posts 2009-06-08
What are Your Core Beliefs?: When most sales pros think about success training, they focus on the mechanics and techniques of the sales process, like identifying needs and handling objections. Hey, that's great stuff, but it's all pretty useless unless you're psychologically prepared to sell. According to Ron Willingham, author Integrity...; Tags: Geoffrey James, Sales, Sales Force Management, Sales Strategy, Truth, Belief; Blog posts 2008-02-01
Are You a Top Salesperson?: Think you have what it takes to be a top salesperson?Â According to Ron Willingham, author of Integrity Selling for the 21st Century, top salespeople, regardless of industry, share the four specific characteristics: Complete goal clarity. Top salespeople have clear, specific, written-down statements...; Tags: Salesperson, Salespeople, Sales Strategy, Emotional Intelligence, Sales Force Management, Leadership, Sales, Tools & Techniques, Management, Geoffrey James; Blog posts 2008-04-16

Sales Trainers I've Known & Loved: I mean "loved" in a platonic "really love your ideas" way, of course... Anyway, last week, in the post "How Technology Killed Marketing," a reader accused me of lying in my bio.Â He originally emailed the accusation to me, evidently under the misapprehension...; Tags: Sales Trainer, Sales Strategy, Sales Force Management, Sales, Geoffrey James; Blog posts 2008-12-15