New Sales. Simplified.
Samenvatting
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.
Specificaties
Inhoudsopgave
Foreword by S. Anthony Iannarino
Acknowledgments
Introduction
Chapter 1: Sales Simplified and a Dose of Blunt Truth
Chapter 2: The “Not-So-Sweet 16” Reasons Salespeople Fail at New Business Development
Chapter 3: The Company’s Responsibility for Sales Success
Chapter 4: A Simple Framework for Developing New Business
Chapter 5: Selecting Targets -- First for a Reason
Chapter 6: Our Sales Weapons: What’s in the Arsenal?
Chapter 7: Your Most Important Sales Weapon
Chapter 8: Sharpening Your Sales Story
Chapter 9: Your Friend the Phone
Chapter 10: Mentally Preparing for the Face-to-Face Sales Call
Chapter 11: Structuring Winning Sales Calls
Chapter 12: Preventing the Buyer’s Reflex Resistance to Salespeople
Chapter 13: I Thought I Was Supposed to Make a Presentation
Chapter 14: Planning and Executing the Attack
Chapter 15: Rants, Raves, and Reflections
Chapter 16: New Business Development Selling Is Not Complicated
Index
Anderen die dit boek kochten, kochten ook
-
Ethan Mollick€ 26,50 -
Rijn Vogelaar€ 29,99
-
Ina Ahuis€ 35,95
-
Misha de Sterke€ 43,25
-
Patrick Lencioni€ 22,90
-
Hilde Swets€ 28,95
Net verschenen
Rubrieken
- aanbestedingsrecht
- aansprakelijkheids- en verzekeringsrecht
- accountancy
- algemeen juridisch
- arbeidsrecht
- bank- en effectenrecht
- bestuursrecht
- bouwrecht
- burgerlijk recht en procesrecht
- europees-internationaal recht
- fiscaal recht
- gezondheidsrecht
- insolventierecht
- intellectuele eigendom en ict-recht
- management
- mens en maatschappij
- milieu- en omgevingsrecht
- notarieel recht
- ondernemingsrecht
- pensioenrecht
- personen- en familierecht
- sociale zekerheidsrecht
- staatsrecht
- strafrecht en criminologie
- vastgoed- en huurrecht
- vreemdelingenrecht
