Winning New Business For Dummies
1. Auflage Februar 2017
360 Seiten, Softcover
Wiley & Sons Ltd
Weitere Versionen
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...
* Know your subject
* Be an active listener
* Make a great first impression
* Present solutions
* Stay on-brand and on-message
* Prospect effectively
* Overcome objections
* Structure the deal
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
