New Sales. Simplified.
- Author : MIKE WEINBERG, S. Anthony Iannarino
- Published : 2012-09-04
- Publisher : AMACOM
- ISBN : 9780814431788
- Number of Pages : 240 Pages
- Category : Academic > Business and Commerce > Business > Purchasing. Selling. Sales personnel. Sales executives, Business > Sales & Selling, Business > Development
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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 morePacked 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.