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Principled Selling: How to Win More Business Without Selling Your Soul Paperback – 3 Oct 2012


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Product details

  • Paperback: 264 pages
  • Publisher: Kogan Page; 1 edition (3 Oct. 2012)
  • Language: English
  • ISBN-10: 074946657X
  • ISBN-13: 978-0749466572
  • Product Dimensions: 15.2 x 1.4 x 22.9 cm
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (18 customer reviews)
  • Amazon Bestsellers Rank: 587,525 in Books (See Top 100 in Books)

More About the Author

David Tovey and his book Principled Selling helps individuals and organistions to build amazing business relationships - with colleagues and customers.

David is a prominent business growth specialist with over fifteen years experience of providing consultancy and coaching to leading professional services firms and commercial organizations. A firm believer in Principled business his corporate career included roles as marketing director, sales director and managing director leading multi-site teams.

He has a wealth of experience helping individuals and organisations to build amazing business relationships and win more business. A full member of the Professional Speakers Association, David is a popular and motivational speaker in the UK and Internationally.

You can visit the Principled Selling blog at: www.principledselling.org

Product Description

Review

"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 2012-09-01)

"With its focus also on social media and account management, this book will help you sell more - and with a clear conscience." (Sales Initiative 2012-11-01)

Book Description

Build better, more profitable relationships between seller and buyer.

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Customer Reviews

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Most Helpful Customer Reviews

3 of 3 people found the following review helpful By Hj Townsend on 7 Oct. 2012
Format: Paperback Verified Purchase
This is a book that I have heard about for over 12 months, and have been chomping at the bit to get hold of. I'll be honest, I know and rate the author of this book very well, and I was privileged to be able to read an early advance copy.

This book didn't just meet my expectations, it totally surpassed them.

Let's first deal with the content of the book. It's the only current book on selling, in my opinion, which has realised that buyers have changed in how they are prepared to be sold to. They don't want to be sold to, they want to choose who they give their custom too. Consequently the two disciplines of marketing and selling are merging into one. This book shows you, even with scripts, how to bridge the gap between traditional marketing and selling in this social media powered world.

The book is exceptionally well written and structured and is an easy read - in fact I read it from cover to cover in one sitting.

In my line of work I meet so many people who feel uncomfortable about seeing themselves as a sales person - that's not what they signed up to do. However, more often than not, we find ourselves having to sell to clients, customers or perhaps even internally within our business. This book gives you both the context, the process and even the words to be able to 'sell' naturally without it feeling as if you are needing to sell at all.

If you read only one book on selling, then let it be this one.
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2 of 2 people found the following review helpful By Robin Kermode on 18 Oct. 2012
Format: Paperback
This book is so right. And so right now! Selling needn't be about pushing your customers away - it's about drawing them to you. I so agree.
This book should be read by every major company - let's hope all selling becomes Principled Selling very soon.
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By @ekbusinesslaw on 6 Mar. 2013
Format: Paperback Verified Purchase
I don't sell cars, double glazing, or time-share. In fact I don't sell any goods of any kind. It wasn't until I attended a training course as a trainee solicitor in a corporate department of a commercial law firm that I realised I was nevertheless in a business that offered and provided services to its clients, and was therefore involved in sales. It certainly wasn't the stereotypical type of selling I had in my head before moving into a career in legal services. I was being introduced to the business creation, development and relationship building type of sales that are essential for professional service businesses.

I'm now a freelance tutor involved in business and legal practice education and training for students and trainees. I purchased this book to help me personally with my own business development, and also as a way of helping my students recognise that legal practice isn't only about the law - it's also about business and relationships.

The content of this book is something I would suggest all trainee lawyers should be introduced to as part of their training. By doing so a legal services business will be ensuring the next generation of lawyers are ready to become the trusted service providers and advisors that a client wants and needs as part of their business. I would much prefer a trainee came to terms will the realisation that they are selling and providing services by learning the principled selling approaches set out in this book, than to sell the wrong way later in their careers out of desperation for the need to secure work in the short term. This book will ensure trainees are introduced to a philosophy of relationship building, respect, and authenticity that the stereotypical sales person lacks.
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As a seasoned sales professional, I liked this book.

Principled Selling brings together four fundamental strands to form a strong framework for selling today. Firstly, it provides a sensible, structured, staged approach with supporting models, tools and techniques. Secondly, within this approach, David Tovey empathises with and caters for the new on-line world of buying and selling, and shows how to build or modify marketing and sales activities. David does not, however, put this new world up as a panacea so, thirdly, he acknowledges and incorporates the importance of certain traditional ways that still have relevance, but he ensures these are set in a modern day context.

Fourthly, and to the crux of the book, its key differentiating strand is the importance, or should I say imperative, of always operating with integrity, honesty, trust and respect towards all customers, both internal and external, throughout the whole lifecycle of engagement. Whilst this may come naturally to some, it will become essential to all as buyers take more and more control and use sales behaviour more and more as a supplier differentiator.

Overall, I would say a solid and timely addition to the sales bookshelf that should be read and implemented widely.
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At last some common sense, no nonsense, practical advice that all sales people can benefit from. No matter how long you have been involved in selling there is always something new to learn and this book brings a refreshing new approach to what real selling is about. My copy of the book is already dog eared and covered in highlighter pen!

This book is easy to read and to understand, take a chapter a day and within a fortnight your style of selling will have changed for the better and forever! If your sales rely on building lasting relationships with your customers and clients then this book must become your bible. If you are in the "one time" sales market then the principles explained in the book will help you to close more sales. If you are in sales management get a copy for each member of your team!
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