{"product_id":"winning-new-business-for-dummies-paperback-softback-9781119274162","title":"Winning New Business For Dummies (Paperback \/ softback) 9781119274162","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eWinning New Business For Dummies\u003c\/font\u003e\u003cbr\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003c\/p\u003e\n\u003cp\u003e\u003cfont size=\"4\"\u003eStewart Stuchbury (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781119274162, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003ePaperback \/ softback, published 17 February 2017\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e360 pages\u003cbr\u003e23.1 x 18.3 x 2 cm, 0.658 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cp\u003e\u003cb\u003eWin more new business today\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNew 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!\u003c\/p\u003e \u003cp\u003e\u003cb\u003eInside...\u003c\/b\u003e\u003c\/p\u003e \u003cul\u003e \u003cli\u003eKnow your subject\u003c\/li\u003e \u003cli\u003eBe an active listener\u003c\/li\u003e \u003cli\u003eMake a great first impression\u003c\/li\u003e \u003cli\u003ePresent solutions\u003c\/li\u003e \u003cli\u003eStay on-brand and on-message\u003c\/li\u003e \u003cli\u003eProspect effectively\u003c\/li\u003e \u003cli\u003eOvercome objections\u003c\/li\u003e \u003cli\u003eStructure the deal\u003c\/li\u003e \u003c\/ul\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eIntroduction 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1: Getting Started with Winning New Business 5\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 1: Introducing a Winning New Business Culture 7\u003c\/p\u003e \u003cp\u003eCHAPTER 2: Having Something Relevant to Say 21\u003c\/p\u003e \u003cp\u003eCHAPTER 3: Making First Impressions Count 41\u003c\/p\u003e \u003cp\u003eCHAPTER 4: Using Technology to Help 57\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2: Planning for New Business 71\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 5: Presenting Solutions 73\u003c\/p\u003e \u003cp\u003eCHAPTER 6: Marketing Matters 85\u003c\/p\u003e \u003cp\u003eCHAPTER 7: Making It Easy to Say Yes 95\u003c\/p\u003e \u003cp\u003eCHAPTER 8: Elevator Pitching 105\u003c\/p\u003e \u003cp\u003eCHAPTER 9: Prospecting Effectively 117\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3: Making New Business Happen 137\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 10: Overcoming Objections 139\u003c\/p\u003e \u003cp\u003eCHAPTER 11: Structuring the Deal 157\u003c\/p\u003e \u003cp\u003eCHAPTER 12: Having the Confidence to Say No 175\u003c\/p\u003e \u003cp\u003eCHAPTER 13: Asking for the Order 183\u003c\/p\u003e \u003cp\u003eCHAPTER 14: Understanding That \"Selling Hard\" Isn't the Answer 195\u003c\/p\u003e \u003cp\u003eCHAPTER 15: Taking Action Today 205\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 4: Rainmaking: Developing a Constant Stream of New Business 219\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 16: Reaching a Win-Win Solution 221\u003c\/p\u003e \u003cp\u003eCHAPTER 17: Networking Effectively 229\u003c\/p\u003e \u003cp\u003eCHAPTER 18: Managing the Perception of Risk 243\u003c\/p\u003e \u003cp\u003eCHAPTER 19: Qualifying Potential Business 255\u003c\/p\u003e \u003cp\u003eCHAPTER 20: Knowing When to Move On 277\u003c\/p\u003e \u003cp\u003eCHAPTER 21: Being Realistic with Forecasts 287\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 5: The Part of Tens 293\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 22: Ten Key Metrics to Watch 295\u003c\/p\u003e \u003cp\u003eCHAPTER 23: Ten Prospecting Resources 305\u003c\/p\u003e \u003cp\u003eIndex 315\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Mathematics [\u003ca title=\"See our other books on Mathematics\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Mathematics%20%5BPB%5D%22\"\u003ePB\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"For Dummies","offers":[{"title":"Brand New","offer_id":52472124899608,"sku":"9781119274162","price":16.29,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9781119274162.jpg?v=1785718106","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/winning-new-business-for-dummies-paperback-softback-9781119274162","provider":"Freshly Printed Books","version":"1.0","type":"link"}