“Influencing With Integrity” ~ A Classic In The Field Of Sales And Negotiation Communication
Writer Jay Abraham says, “Whatever area you work in, you do have clients and you do need to sell.” This notion of ”everyone sells something” can be translated into “Everyone influences others” because selling is a form of influencing and persuading.
What we have often objected to about selling is that it can include unfair or undue forms of influence or persuasion. The stereotype of the “used car salesman” involves manipulation and psychological pressure – and, of course, we want to avoid that kind of behavior.
However, persuasion and influence can be performed ethically. Genie Laborde’s book, Influencing With Integrity, is a classic in sales communication and I recommend it highly:
http://www.amazon.com/Influencing-Integrity-Genie-Z-Laborde/dp/0933347103
How well are you at “influencing with integrity”? Can you make the leap to seeing selling as influencing? What are the implications of this shift in perspective for you as both a seller and a buyer?
- Posted by Hutt Bush on August 11, 2009 in Selling
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- Copyright 2009. E. B. Hutt Bush and Coaching for Results, Inc.
