The Head, Heart, and Soul of Selling

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Additional Formats
  • Hardcover
  • ISBN 9780735205345
  • 336 Pages
  • Prentice Hall Press
  • Adult


Most sales training focuses on getting to know the product, analyzing the market, and identifying the competition, but there is more to sales success than that. Successful selling takes three types of preparation:

• The what: knowing the product, the industry, and the competition
• The how: applying the knowledge, enhancing social interaction, developing relationships, and dealing with emotional ups and downs
• The why: understanding the customer’s purpose, intention, values, inner belief boundaries, and self-value

Emotional factors are powerful contributors to sales success. In this book, you will go beyond the what to the how and why, and learn whole-being selling—selling that utilizes the head, heart, and soul and brings mental, emotional, and spiritual forces together.

in Authenticity, sales expert Ron Willingham shares new discoveries about the deeper causes of sales success or failure, and offers a step-by-step guide to:

• Develop stronger client relationships through enhanced social skills
• Increase the value you bring to customers (and feel more worthy of success and compensation)
• Boost sales by learning and applying the fundamentals of client-focused selling


Authenticity guides one to create a strong personal character, lovingly put into service to the larger whole of humanity, as a rich foundation for a satisfying and successful life in all fields of endeavor.”
—William A. Tiller, Ph.D., Professor Emeritus, Stanford University, author of Science and Human Transformation

“A great read on the art of selling and what it takes to be successful. I highly recommend this book for anyone interested in increasing their success.” —Jerry Colangelo, CEO of USA Basketball and former owner of the Phoenix Suns and Arizona Diamondbacks

“No one knows the heart, head, and soul of selling as well as Ron Willingham. Authenticity is how everyone should approach selling today. I love the book.”
—Pat Sullivan, CEO of Contatta, founder of ACT! and SalesLogix, and pioneer of CRM systems

“In an era when trust is so fragile, the professional sales person must be able to sell with both heart and head—demonstrating both vulnerability and competence. A well-balanced combination of EQ and IQ is the formula for success in today’s world of sales. Ron Willingham puts theory into practical terms in his latest insightful masterpiece. Read it, study it, and apply it for your successful journey into mega-sales.”
—Jeff Hughes, CEO of GAMA International