The world of sales has evolved, and buyer behavior has changed - buyers trust social media and personal recommendations more than they trust salespeople. To acquire customers, salespeople need to adapt to the new business environment. Principled Sellingdiscusses the new skills and behaviors needed to win customers, build relationships and retain existing ones. This highly effective approach to business development helps align sales techniques with the new expectations of customers and clients. Readers will learn to: - avoid cold calling and generate meetings - develop relationships built on trust - sell their services in ways that clients appreciate - incorporate social media into an effective business development strategy Focused on building long-term, profitable relationships rather than manipulation and "closing the sale," Principled Sellingoffers valuable advice for salespeople in any industry.