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Principled Selling
How to Win More Business Without Selling Your Soul
Build better, more profitable relationships between seller and buyer.
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EAN: 9780749466572
Edition: 1
Published:
Format: 234 x 156
264 pages
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About the book
Because buyer behaviour has changed and buyers now trust social media and personal recommendations more than salespeople, companies need to respond to this new reality to acquire customers. Principled Selling discusses the skills and behaviours needed to win customers, build relationships and retain existing ones. It offers a different, more effective approach based on the premise that if you want more sales, stop 'selling' and focus on building long-term, profitable relationships. Readers will learn to avoid cold calling and generate meetings; develop relationships built on trust to maintain customer loyalty; sell services in ways clients appreciate; sustain long-term sales growth and incorporate social media into an effective business development strategy.
With a foreword from legendary sales expert and bestselling author Richard Denny, Principled Selling helps anyone involved in selling to align his or her techniques with customer expectations to get people to buy over and over again.
About the authors
David Tovey is Chairman of The Principled Group of companies, which includes Questas Consulting, the business growth and sales consultancy. David has over 20 years of senior management experience and a successful consultancy career. He has helped hundreds of blue chip companies and professional firms around the world to increase top line profitable growth by focusing on principled business development leadership and is a respected writer and speaker on this topic.
Table of contents
- Chapter - 00: Introduction;
- Section - ONE: The Principled Selling Approach;
- Chapter - 01: Winning more business today;
- Chapter - 02: The five principles of Principled Selling;
- Section - TWO: Principled Selling in Action;
- Chapter - 03: The Principled Selling Growth Model;
- Chapter - 04: Bringing the Growth Model to life;
- Chapter - 05: M2M (motivate to meet) marketing;
- Chapter - 06: Winning more business with networking and social media;
- Chapter - 07: M2B (motivating customers to buy);
- Chapter - 08: M2B (motivate to buy) skills and behaviours;
- Chapter - 09: Proposals and presentations that WOW!;
- Chapter - 10: Principled Selling key account management;
- Section - THREE: Building a Principled Selling culture;
- Chapter - 11: The Principled Organization;
- Chapter - 12: Attitude and making time for Principled Selling
Reviews
Charles H. Green, author of The Trusted Advisor
Get the book, do what it says, and you will achieve outstanding results.
Jim O’Connor, Managing Director, Stories that Sell
A book for, and of, our time. Totally relevant, easy to understand and put into practice. ... An enabling tool kit for the 21st century
Paul McGee author of ‘S.U.M.O’ , (Shut Up, Move On) and ‘Self Confidence’.
Gives both the 'how-to' and the 'confidence' to successfully sell, without it feeling as if you are selling your soul. It's for this (and many other good reasons) that I am recommending and buying this book for all my clients.
Will Kintish, Managing Director Kintish Ltd
Principled Selling is based on an elegantly simple idea: sellers should adapt to what the buyer is interested in buying. ... It really is an admirable book.
Start Your Business Magazine
The best sales leave both the customer and seller satisfied. Sales like these ensure customers keep buying and sellers keep trying. But, too many salespeople forget this simple truth. it's almost like they sell at the customer's expense, not for their benefit. This book will help change all that. It's beautifully written, easily digested and will make salespeople more successful (and popular!).
Sales Initiative
This book is a fantastic step towards aligning the goals of the sales and operations teams, which will ultimately improve the service for customers or clients of any organisation. Not only that - it will also help sales teams sleep at night! Highly recommended.
Principled Selling makes a compelling case for the need to change traditional approaches to selling in a world being turned upside down by the internet and where earning trust has never been harder. ... It's packed with valuable information, insight and inspiration, presented in a manner that's very thorough and yet easy to digest. If you buy a copy you'll be referring back to it repeatedly.
If you've ever thought you could never sell read this book as it will show you how. If you think you're a great salesperson, read this book as it will help you to become even more successful.
There are thousands of books on selling. I loved this one because it covered all angles in a simple-easy-to-read manner. I picked up some great ideas that I can use.
Before you start to even think about selling, read this book!
With its focus also on social media and account management, this book will help you sell more - and with a clear conscience.
- Get the book, do what it says, and you will achieve outstanding results.
- Charles H. Green, author of The Trusted Advisor
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