- Places trust, reputation and integrity at the heart of long-term relationship selling
- Covers the entire cycle of establishing credibility, from marketing to account management
- Shows how to apply the five most important principles at every step of the sales process, from generating leads to running comfortable sales meetings
Principled Selling
How to Win More Business Without Selling Your Soul
Build better, more profitable relationships between seller and buyer.
Key features at a glance
EAN: 9780749466572
Edition: 1
Published:
Format: 234x156
264 pages
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.
Get the book, do what it says, and you will achieve outstanding results.
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