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Title:
Winning new business / by Stewart Stuchbury.
Author:
Stuchbury, Stewart, author.
Publication Information:
West Sussex, Chichester : John Wiley & Sons, 2017.
Call Number:
HF5438.25 .S768 2017
Abstract:
"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 talk and closing more deals in no time!"--Publisher's description.
ISBN:
9781119274162
Series:
For dummies

--For dummies.
Physical Description:
xiv, 333 pages : illustrations ; 24 cm.
General Note:
Includes index.
Contents:
Getting started with winning new business. Introducing a winning new business culture ; Having something relevant to say ; Making first impressions count ; Using technology to help -- Planning for new business. Presenting solutions ; Marketing matters ; Making it easy to say yes ; Elevator pitching ; Prospecting effectively -- Making new business happen. Overcoming objections ; Structuring the deal ; Having the confidence to say no ; Asking for the order ; Understanding that "selling hard" isn't the answer ; Taking action today -- Rainmaking: developing a constant stream of new business. Reaching a win-win solution ; Networking effectively ; Managing the perception of risk ; Qualifying potential business ; Knowing when to move on ; Being realistic with forecasts -- The part of tens. Ten key metrics to watch ; Ten prospecting resources.
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