Principled Selling

The world of sales has evolved, and buyer behavior has changed - buyers trust social media and personal recommendations more than they trust salespeople. To acquire customers, salespeople need to adapt to the new business environment. Principled Selling discusses the new skills and behaviors needed to win customers, build relationships and retain existing ones.

This highly effective approach to business development helps align sales techniques with the new expectations of customers and clients by emphasizing content marketing and motivating customers, rather than coercing them. Readers will learn to:

- avoid cold calling and generate meetings
- develop relationships built on trust and maintain customer loyalty
- sell services in ways that clients appreciate
-sustain long-term sales growth
- incorporate social media into an effective business development strategy

Focused on building long-term, profitable relationships rather than manipulation and "closing the sale," Principled Selling offers valuable advice for salespeople in any industry.

David Tovey is Chairman of The Principled Group of companies, which includes Questas Consulting, the business growth and sales consulting firm, and Valuable Content Ltd. He has helped hundreds of companies and professional firms around the world increase top line and profitable growth by focusing on principled business development and leadership. For more visit www.principledselling.org.