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Winning New Business For Dummies
Stewart Stuchbury (Author)
9781119274162, Wiley
Paperback / softback, published 17 February 2017
360 pages
23.1 x 18.3 x 2 cm, 0.658 kg
Win more new business today New business is the lifeblood of every company – and this book expertly guides you through the process of securing more than your fair share of it. If you're a salesperson in the trenches looking for inspiration, this book offers real-life advice on improving your customer-facing skills to win more new business. The structured approach presented inside will have you walking the walk, talking the tallk and closing more deals in no time! Inside...
Introduction 1 Part 1: Getting Started with Winning New Business 5 CHAPTER 1: Introducing a Winning New Business Culture 7 CHAPTER 2: Having Something Relevant to Say 21 CHAPTER 3: Making First Impressions Count 41 CHAPTER 4: Using Technology to Help 57 Part 2: Planning for New Business 71 CHAPTER 5: Presenting Solutions 73 CHAPTER 6: Marketing Matters 85 CHAPTER 7: Making It Easy to Say Yes 95 CHAPTER 8: Elevator Pitching 105 CHAPTER 9: Prospecting Effectively 117 Part 3: Making New Business Happen 137 CHAPTER 10: Overcoming Objections 139 CHAPTER 11: Structuring the Deal 157 CHAPTER 12: Having the Confidence to Say No 175 CHAPTER 13: Asking for the Order 183 CHAPTER 14: Understanding That "Selling Hard" Isn't the Answer 195 CHAPTER 15: Taking Action Today 205 Part 4: Rainmaking: Developing a Constant Stream of New Business 219 CHAPTER 16: Reaching a Win-Win Solution 221 CHAPTER 17: Networking Effectively 229 CHAPTER 18: Managing the Perception of Risk 243 CHAPTER 19: Qualifying Potential Business 255 CHAPTER 20: Knowing When to Move On 277 CHAPTER 21: Being Realistic with Forecasts 287 Part 5: The Part of Tens 293 CHAPTER 22: Ten Key Metrics to Watch 295 CHAPTER 23: Ten Prospecting Resources 305 Index 315
Subject Areas: Mathematics [PB]
