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|a 9781119281696
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|a 1119281695
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|a 1119281660
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|a 9781119281665
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|a HD62.5
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|a Stuchbury, Stewart
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|a Winning new business for dummies
|c by Stewart Stuchbury
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|a Winning new business
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|a Chichester, West Sussex, United Kingdom
|b John Wiley & Sons, Ltd.
|c 2017
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300 |
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|a 1 online resource
|b illustrations
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|a Using research (or not)Answering frequently asked questions; Following Up to Maintain the Good Impression You've Made; Keeping commitments; Defining the ground rules; Owning the next stages; Dealing with the Unexpected; Chapter 4 Using Technology to Help; Understanding the Role of Technology in€Winning New Business; Driving the sales process; Researching prospects; Helping with qualification; Keeping on top of everything; Adjusting to Technology in Your Business; Everyone needs to buy in; Technology is not a cure-all; Don't hide behind technology; Distinguishing between Different Selling Aids
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|a Prospecting toolsPresenting tools; Recording tools; Part 2 Planning for New Business; Chapter 5 Presenting Solutions; Being Solution Oriented; Understanding the prospect's problem; Thinking outside the box; Thinking Like Your Prospect; Understanding the prospect's view of risk; Mitigating the perception of risk; Structuring your solution in the prospect's terms; Considering All the Angles; Changing the rules; Focusing on the real problem; Using existing resources; Chapter 6 Marketing Matters; Understanding the Role of Marketing in€Winning New Business; Harnessing the power of the brand
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|a Establishing success criteriaTaking time to get up to speed; Rewarding New Business Success; Balancing risk versus reward; Motivating new business behavior; Managing a house account; Doing the right thing; Chapter 2 Having Something Relevant to Say; Knowing Your Subject; Being perceived as an expert; Using the power of case studies; Using statistics and anecdotal evidence; Focusing on the big picture; Knowing Your Audience; Performing and applying research; Understanding clients' problem areas; Displaying empathy; Solving problems, not making friends; Perfecting Your Tone of Voice
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|a Title Page; Copyright Page; Table of Contents; Introduction; About This Book; Foolish Assumptions; Icons Used in This Book; Beyond the Book; Where to Go from Here; Part 1 Getting Started with Winning New Business; Chapter 1 Introducing a Winning New Business Culture; Focusing on New Business Fundamentals; Understanding your solution; Examining the elements of winning new business; Knowing that new business is a company's heartbeat; Seeing new business as a science; Walking through the Steps of Winning New Business; Recognizing What You Need to Win New Business; Involving everyone
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|a Being your company's mouthpieceUnderstanding the importance of words; Developing your own style; Recognizing the Power of Silence; Listening twice as much as you speak; Engaging in active listening; Making sure you don't talk yourself out of a sale; Chapter 3 Making First Impressions Count; Being Professional and in Control; Understanding the basics: Time, communication, and dress; Making the client important; Taking control; Setting expectations; Establishing trust; Having your time valued; Recognizing the Importance of Preparation; Agreeing on the objectives; Setting the agenda
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|a Succès dans les affaires
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|a Nouvelles entreprises
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|a Success in business / fast
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|a New business enterprises / fast
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|a Entrepreneurship / http://id.loc.gov/authorities/subjects/sh85044149
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|a BUSINESS & ECONOMICS / Entrepreneurship / bisacsh
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|a Entrepreneuriat
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|a Success in business / http://id.loc.gov/authorities/subjects/sh85129589
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|a New business enterprises / http://id.loc.gov/authorities/subjects/sh85091252
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|a entrepreneurs / aat
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|a Entrepreneurship / fast
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|a BUSINESS & ECONOMICS / New Business Enterprises / bisacsh
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|a eng
|2 ISO 639-2
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|b OREILLY
|a O'Reilly
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|a For dummies
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|z 1119274168
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|z 1119281660
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|z 1119281695
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|z 9781119274162
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|z 9781119281665
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|z 9781119281696
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|z 1119281660
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|u https://learning.oreilly.com/library/view/~/9781119274162/?ar
|x Verlag
|3 Volltext
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|a 158
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|a 658.11
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|a 650.1
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|a 330
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|a 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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