This unique business novel captures the essence of sales leadership. Everyone in business or professional selling should read it to learn how to become truly strategic and more effective in positively influencing others.
Joshua Peters is a salesman in crisis - after losing a key deal, his boss threatens him with the sack and he has doubts concerning his choice of career. His father is a sales veteran who progressed all the way to CEO but can't help directly as their relationship is at an all time low. But a mentor's intervention from the other side of the world powerfully transforms everything as Joshua learns about the RSVP concepts and applies them to the biggest and most complex deal of his life. The story culminates with a powerful meeting that changes the lives of mentor and protegee forever - and finally reveals The Joshua Principle.
In addition to the RSVP concepts and the importance of focused execution, readers will also learn about The Value Quadrant for Professional Sales Agents, The New ROI for sales organizations, the seven sins of selling, the ten laws of relationship and strategic selling, how to develop and execute effective strategy, the history and evolution of professional selling, how to create business value for both buyer and seller, how to successfully sell at the top of a buying organization, avoiding the 'see-more syndrome' with evaluators and recommenders, a values based approach to ethical selling, decision drivers and buyer motivations, and much more.
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an excellent book on personal leadership
- Chima N
The “Weed Out Course” for the Subpar Sales Person
Educational while inpirational
The “Weed Out Course” for the Subpar Sales PersonAsk anyone with a professional degree about the "weed out" class in college and you’re bound to hear...• Med School - Organic Chemistry • Engineering - Calculus II or Intro to Mechanical Engineering• Law School - Civil Procedure or ContractsWeed out courses are unofficially designed to be ridiculously difficult and force students to reconsider advancing within a specific degree track. They are a sneak peek of the effort required to receive a degree in a desired field. So what’s the weed out course for the subpar sales person? In a profession with misconceived prerequisites of having a “good personality” or being “well spoken”, there’s nothing designed to help people understand the level of skill and effort that goes into being a true sales professional. Sales doesn’t require an advanced degree or a professional certification.Rarely do training programs force candidates through the psychological rigors required to be successful in sales. No college class can prepare you for the day your manager says, “I like you, but if you don’t hit quota next month- you need to find a different job." “Everyone wants to be in sales, until they get slapped with a quota.” -Jeff Lovesy Of the 479 accredited business programs in the US – only 101 have sales based curriculum. Until universities recognize the need for intensive programs build to find the strongest candidates, The Joshua Principle is the best alternative to a “weed out” class for the subpar sales person.Author Tony Hughes masterfully weaves a fictional storyline about a struggling rookie salesman and his secret mentor with concepts behind the RSVP SellingTM framework. The barrier to entry for sales jobs is almost nonexistent. Yet the skills, effort and mental fortitude needed to become an elite sales professional is unmatched by any other profession. The storyline of The Joshua Principle holds your undivided attention while articulating the energy required to become a Sales Master. This book is my default book recommendation for anyone thinking about a career in sales.
- John Crowley