Principled Selling

How to Win More Business Without Selling Your Soul

Business & Finance, Business Reference, Business Ethics, Business Communication
Cover of the book Principled Selling by David Tovey, Kogan Page
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Author: David Tovey ISBN: 9780749466589
Publisher: Kogan Page Publication: October 3, 2012
Imprint: Kogan Page Language: English
Author: David Tovey
ISBN: 9780749466589
Publisher: Kogan Page
Publication: October 3, 2012
Imprint: Kogan Page
Language: English

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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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.

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