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The Joshua Principle: Leadership Secrets of Selling, by Tony J. Hughes
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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.- Sales Rank: #91880 in Audible
- Published on: 2013-11-04
- Format: Unabridged
- Original language: English
- Running time: 518 minutes
Most helpful customer reviews
3 of 3 people found the following review helpful.
The Joshua Principle Leadership Secrets of RSVPselling
By Joe Moore
This is the most holistic leadership and sales book that I have read.
The story brings center the value of the individual as a family member, customer, sales person and leader! It grabs your attention--and feeds you sound principals that makes sense. Some of what you read--you know--but at the same time it makes you think deeper about the sales process. The appendix it self is worth the price of the book.
I recommend this book for any individual that is going into sales, is a professional sales person and sales trainers and managers. It does not matter how little or how much sales experience you have. This is a journey that will help you navigate a successful path! It's a book you want to have at an easy reach when reviewing your sales opportunities.
This is a must read for all leaders as well!
This is a book that will be your best investment for the year--if you read it!!
Please do!
Thank you, Joe Moore
1 of 1 people found the following review helpful.
Best book every written on how to think when selling to the Enterprise
By manhattanites
This book found me. I had compiled a wish list of over 120 top sales books on Amazon including enterprise selling, strategic account planning, inside sales, corporate sales, you name it. Tony's name came up around debates about what sourced Challenger and had Challenger indeed replaced SPIN and Solution selling methods of old. Those answers you'll have to explore on his blog. Tony is a rare voice as an author as he is a doer. He is someone that ran highly performing teams in APAC for top software firms and consistently executed. It is rare for someone to so cleverly articulate strategy who also can implement it in the real world. The use of story to imbue the deeper philosophy of sales sets this apart. I find myself thinking RSVP in almost every major negotiation and business situation I find myself in now. I believe this is the best sales book ever written and what's even wilder about it is, the more classic sales books I read, they all seem to fit right in under this primary framework. Give this book to people you care about, it's truly a gift. Thinking strategically is never simple, nor is establishing a trusted advisor relationship with C-Level executives. How on Earth might one do that? 99% of books tell you TO do that, this is the HOW and most importantly, the WHY. You'll start seeing yourself get up-leveled in deals and your real-time feedback resonating right up to the CFO and CEO. Don't be surprised if in the middle of a meeting, suddenly the leadership is pulled into to listen to the valuable insight you are able to share based on how your perception of business drivers and ability to have tangible business conversations improves. I just can't rave enough about this book. I recommend it to anyone that I come in contact with and know that I will for many years to come.
0 of 0 people found the following review helpful.
This Book on Selling Is a Whole Lot More... And It Made Me Cry.
By Deb Calvert, author DISCOVER Questions Get You Connected
That was unexpected. So, for everyone else, here's fair warning: "The Joshua Principle" is a sneaky little book that will teach you about selling, about leadership, and even a little bit about yourself (if you let it). Be prepared to be challenged and stirred. And don't make the mistake I did of reading this in public unless you have a tissue handy.
For the purposes of this review, I'll focus on the book's primary emphasis -- improving sales. The book is a story, and the author is a gifted storyteller. This isn't one of those over-reaching parables where characters say and do things that are utterly unrealistic and laughable. It's not one of those dumbed-down anecdotes that takes forever to make a simple point. Nope. It's a genuine story that unfolds elegantly and is populated with characters you can relate to. It was a real plot and story arc, plus details that keep you engaged as you turn the pages from start to finish. It also has plenty of sales and leadership and self-awareness lessons, too. These are seamlessly integrated into the story. They aren't an intrusion or a destination as in most books that attempt to do what this one has done.
The sales lessons are summarized in the epilogue (for those who need help faster than they can read the 229-page story!). After reading the story, the epilogue is a great reinforcement and what's called out here is familiar and tangible. The summary lists stand alone, but the story is such a strong enrichment to the epilogue that reading the whole book is strongly recommended.
I won't post it here (so as not to spoil the read), but I am posting "The Joshua Principle" on my desk as a reminder of what I've read here. I've been selling and teaching others to sell for over 30 years, and this is presented in a way that is fresh and inspiring. I needed this! Maybe you do, too.
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