The Joshua Principle: Leadership Secrets of Selling

By: Tony J. Hughes

Narrated by: Michael Bonner

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.

©2010, 2011, 2013 Tony J. Hughes (P)2013 PipelineManager.com, LLC

an excellent book on personal leadership

my second listen and the book still has the same challenging and insightful effect. picked new lessons that I didn't hear before. highly recommended.

Inspiring and Meaningful for Personal and Professional Development

I’m in the consulting industry and not often directly involved in sales, however, after a friend recommended me this book I found an enormous amount of useful and inspiring lessons and techniques about how to change my approaches in life views, relationships and work for the better. I could not stop listening and took notes all the way, will definitely listen again as it’s concise, emotionally meaningful and is producing a positive impact in my personal and professional life.

Pretty good

I recommend to every salesperson a good reminder of the principles and rules of selling

Great story

This was a great story about Joshua's journey. I will listen to it again and see if I missed it, but it was unclear how many complex prospects he was working on at any one time. The reason I mention this, is that elephant hunting and getting that level of detail on big deals is great, but it's hard to be successful without several other deals in process.

it was amazing

just read it!! you need this and you need to read it again and take notes