Principled Selling: How to Win More Business Without Selling Your Soul

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.

Author: David Tovey
Publisher: Kogan Page
Published: 10/30/2012
Pages: 264
Binding Type: Paperback
Weight: 0.88lbs
Size: 9.07h x 6.29w x 0.57d
ISBN: 9780749466572

About the Author

David Tovey is Chairman of The Principled Group of companies, which includes Questas Consulting, the business growth and sales consulting firm, and Valuable Content Ltd. He has helped hundreds of companies and professional firms around the world increase top line and profitable growth by focusing on principled business development and leadership. For more visit www.principledselling.org.