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
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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