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Principled Selling


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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

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

About the Author

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." -- Richard Denny, author 'Selling to Win'
"A book for, and of, our time. Totally relevant, easy to understand and put into practice. ... An enabling tool kit for the 21st century" -- Trevor Lee, Managing Partner ES International Ltd
"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." -- Heather Townsend, Co-author of 'How to Make Partner and Still Have a Life, and author of 'The FT Guide to Business Networking'
"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." * Charles H. Green, author of The Trusted Advisor *
"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!)." -- Andy Bounds, Britain's Sales Trainer of the Year and author of international best-seller The Jelly Effect
"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." -- Carl Reader, Partner, Dennis and Turnbull Chartered Accountants
"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." * Jim O'Connor, Managing Director, Stories that Sell *
"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." * Paul McGee author of 'S.U.M.O' , (Shut Up, Move On) and 'Self Confidence'. *
"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." * Will Kintish, Managing Director Kintish Ltd *
"Before you start to even think about selling, read this book!" * Start Your Business Magazine *
"With its focus also on social media and account management, this book will help you sell more - and with a clear conscience." * Sales Initiative *

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