Principled Selling

Don’t interrupt!

May 8, 2013

Guest blog from Robert Terson – author of ‘Selling Fearlessly’ I know a person who is a serial interrupter – and I’m not exaggerating in the slightest; every time I’ve been in his presence it’s been a constant annoying phenomenon. Annoying and blatant to the point that I don’t want to be around him. He’s close to [...]

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Rasheed Ogunlaru interviews David Tovey

May 7, 2013

Principled Selling video interview. Rasheed Ogunlaru, author of ‘Soul Trader – Putting the Heart Back Into Your Business’  interviews David Tovey about Principled Selling in a sunny and breezy Green Park, London.  

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Putting sales back into business development

April 20, 2013

Proud to be in sales I had a very interesting telephone conversation with a lawyer this week. When I mentioned sales coaching he said “our partners don’t tend to use the selling word David – they prefer to talk about business development”. My response was to say that in that case I probably wasn’t the best [...]

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6 reasons to be great at asking questions

February 19, 2013

Asking insightful questions is a key communication skill for business winners and leaders. Why? 1)    Insightful questions can cause another person to reflect, and think deeply about issues that your questions made them aware of. 2)    Great questioning allows you to lead a conversation with a light touch – keeping it on track with leadership [...]

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Building trust through understanding

February 13, 2013

Getting under the iceberg “Seek first to understand then to be understood” –  Dr Stephen Covey When groups I work with explain the most common reason for them or their colleagues losing a sale, the answer is almost always ‘price’. When they describe how they won their best customers, they never give one-word answers. When [...]

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The qualification gap – getting to ‘yes’ without closing

February 12, 2013

How to avoid a misunderstanding In a previous blog I explored the need to ask for commitment without resorting to tired and outdated ‘closing’ techniques.  To avoid falling back on to what can appear to be pressure tactics, the seller and buyer need to move through the sales process at the same pace – and the [...]

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Asking for commitment – without ‘closing’

January 28, 2013

Get better at asking You won’t win business unless you know how to ask for commitment from your customers or clients. There is sometimes a perception that gaining commitment is about doing things to prospects – persuading, convincing, being gung ho, handing objections, moving things forward and ‘closing’ the deal. It’s a perception based on [...]

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Principled Selling tips

December 18, 2012

Best of the 2013 business development predictions December usually sees a plethora of lists and predictions for the following year. This year is no different and I’ve checked out what some of the people I rate are saying. Here are a few predictions for Principled Sellers to take note of and action next year. I took [...]

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My word is my bond

December 13, 2012

Reflections on trust in business 2012 Human relationships and therefore business relationships depend on trust. Trust that others will keep their word and do what they say they will do. Thinkers such as Jean-Jacques Rousseau have argued that trust is a sort of social contract that helps society work – if I can trust what [...]

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David Tovey featured on Sales Thinker Radio

December 4, 2012

This week, David was interviewed by Todd Schnick from Sales Thinker Radio about his new book, Principled Selling, How To Win More Business Without Selling Your Soul. You can listen to the show in the player below: You can also subscribe to Sales Thinker Radio on iTunes here.

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