The Joshua Principle: Leadership Secrets of Selling

  • by Tony J. Hughes
  • Narrated by Michael Bonner
  • 8 hrs and 38 mins
  • Unabridged Audiobook

Publisher's Summary

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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Customer Reviews

Most Helpful

Great Book

Amazingly written book. great way of putting the human and relationship angle in explaining the sales fundamentals. I would highly recommend this book
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- Dev

Challenged my thinking around sales

If you could sum up The Joshua Principle: Leadership Secrets of Selling in three words, what would they be?

Challenges old ideas


Who was your favorite character and why?

Joshua's mentor Damion. He carefully managed the mentoring process and used his wisdom to pass on the complex selling secrets to Joshua in such a way, and in the the way that the story is told, that it left you wanting more, and wanting to know Damion's reactions to Joshua's emails.


Have you listened to any of Michael Bonner’s other performances? How does this one compare?

no


Was this a book you wanted to listen to all in one sitting?

No, there's a lot to take in. I listened on 1.25x speed, in 1 - 1.5 hour slots (long car commutes), and that was enough. I wanted to stop listening and move on to another book, but I persevered and I'm glad I did. I felt connected to Joshua and the relationship with his father pulled me in. I felt so relieved when he started to make real progress with the bid for new business


Any additional comments?

Well narrated, although some dogdy accents in there by the speaker, but on the whole very well recorded. Would recommend to anyone looking to step up from commodity / transactional sales to complex selling process. It was a humbling book to listen to.

Personal Takeaways:

The need to identify and be in communication with the key influencers and decision makers
The importance of identifying whether a company is growing, in crisis or in status quo and the effect that has on the proposal you present
Why understanding the buying process of the prospect is crucial to bidding for new business
Don't think that because you have a great product you are guarunteed the win
Know the company and your contacts inside out
Get a mentor!
Learn from those who have trodden the path
Stop selling and start consulting to truly understand the motives behind using/not using your products and services

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- TW

Book Details

  • Release Date: 04-11-2013
  • Publisher: Pipeline Manager