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Winning New Business For Dummies

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en Limba Engleză Carte Paperback – 17 Feb 2017
  • Network effectively and make your first impression count
  • Make it easy to say yes and know when to say no
  • Comprehensively qualify potential business
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
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Specificații

ISBN-13: 9781119274162
ISBN-10: 1119274168
Pagini: 360
Dimensiuni: 188 x 235 x 21 mm
Greutate: 0.66 kg
Editura: John Wiley and Sons Ltd
Locul publicării: Chichester, United Kingdom

Public țintă

Primary market: Business owners and leaders who want effective  business led strategies to enhance their chances of success in business by generating revenue growth through winning new business deals.
Secondary market: Business Development Managers and Sales Managers looking for ways to find new business opportunities. MBA & Business students wanting to move into a Business Development or Sales role within a company

Textul de pe ultima copertă

  • Network effectively and make your first impression count
  • Make it easy to say yes and know when to say no
  • Comprehensively qualify potential business
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

Cuprins

Introduction 1
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

Notă biografică

Stewart Stuchbury is a creative agency and SME new business consultant. He developed the TLG (Targeted Lead Generation) new business methodology that has been at the forefront of creative services new business for almost 20 years. He believes that the only real new business opportunities are those that are well qualified from the beginning.