New Sales. Simplified: The Essential Handbook For Prospecting And New Business Development
- 3h 31m
- Mike Weinberg
- AMACOM
- 2013
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: identify a strategic, finite, workable 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; overcome-even prevent - every buyer's anti-salesperson reflex; build rapport, because people buy from people they like and trust; prepare for and structure a winning sales call; stop presenting and start dialoguing with buyers; make time in your calendar for business development activities; and much more. Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.
About the Author
Mike Weinberg is a sales coach, consultant, speaker and author on a mission to simplify sales. His specialty is new business development, and his passion is helping salespeople, sales leaders and professional services executives acquire new customers and increase sales. New Sales. Simplified is his first book.
In this Book
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New Sales. Simplified—The Essential Handbook For Prospecting And New Business Development
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Foreword
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Introduction
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Sales Simplified and a Dose of Blunt Truth
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The “Not-So-Sweet 16” Reasons Salespeople Fail at New Business Development
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The Company’s Responsibility for Sales Success
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A Simple Framework for Developing New Business
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Selecting Targets—First for a Reason
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Our Sales Weapons—What’s in the Arsenal?
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Your Most Important Sales Weapon
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Sharpening Your Sales Story
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Your Friend the Phone
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Mentally Preparing for the Face-to-Face Sales Call
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Structuring Winning Sales Calls
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Preventing the Buyer’s Reflex Resistance to Salespeople
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I Thought I Was Supposed to Make a Presentation
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Planning and Executing the Attack
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Rants, Raves, and Reflections
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New Business Development Selling Is Not Complicated
