Principled Selling

How to Win More Business Without Selling Your Soul
1. Auflage 2012
ISBN: 978-0-7494-6657-2
Verlag: Kogan Page

Buch, Englisch, 264 Seiten, Format (B × H): 156 mm x 234 mm, Gewicht: 406 g

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.

Autoren/Hrsg.

Tovey, David

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Unternehmenskommunikation
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb
• Wirtschaftswissenschaften Betriebswirtschaft Unternehmensorganisation, Corporate Responsibility Unternehmensethik

Inhaltsverzeichnis

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

Über Autor(innen)

Tovey, David
David Tovey is Chairman of The Principled Group of companies, which includes Questas Consulting, the business growth and sales consultancy. Questas helps clients to grow their businesses profitably by implementing the Principled Selling approach. 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.

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.