New Sales: Simplified : the Essential Handbook for Prospecting and New Business Development

Capa
AMACOM, 2013 - 220 páginas

Close more deals every day. Each page of this sales essential is packed with examples, anecdotes, and proven formulas to do exactly that.

Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results. You'll learn how to: identify a strategic list of genuine prospects; draft a compelling, customer-focused "sales story"; perfect the proactive telephone call to get face-to-face with more prospects; use email, voicemail, and social media to your advantage; build rapport; prepare for and structure a winning sales call; stop presenting to and start dialoguing with buyers; and make time in your calendar for business development activities. Landing on HubSpot's Top 20 Sales Books of All Time, New Sales. Simplified. is about overcoming--and even preventing--buyers' anti-salesperson reflex by establishing trust. The easy-to-follow plan will remove the mystery surrounding prospecting and have you ramping up for new business.

 

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LibraryThing Review

Comentário do usuário  - capiam1234 - LibraryThing

Probably the best sales book I've read this year. Everyone struggles with new business and Mike explains why and how to resolve the issue. Everyone in sales should pick this one up. Ler resenha completa

Conteúdo

Foreword
Acknowledgments
Introduction
Sales Simplified and a Dose of Blunt Truth
The NotSoSweet 16 Reasons Salespeople Fail at New Business Development
The Companys Responsibility for Sales Success
A Simple Framework for Developing New Business
Selecting Targets First for a Reason
Your Friend the Phone
Mentally Preparing for the FacetoFace Sales Call
Structuring Winning Sales Calls
Preventing the Buyers Reflex Resistance to Salespeople
I Thought I Was Supposed to Make a Presentation
Planning and Executing the Attack
Rants Raves and Reflections
New Business Development Selling Is Not Complicated

Our Sales Weapons Whats in the Arsenal?
Your Most Important Sales Weapon
Sharpening Your Sales Story

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Sobre o autor (2013)

MIKE WEINBERG is a top-performing sales hunter, sales executive, and founder and president of The New Sales Coach, a consultancy specializing in new business development sales strategies.

Informações bibliográficas