Winning new business for dummies

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 cu...

Full description

Bibliographic Details
Main Author: Stuchbury, Stewart
Format: eBook
Language:English
Published: Chichester, West Sussex, United Kingdom John Wiley & Sons, Ltd. 2017
Series:For dummies
Subjects:
Online Access:
Collection: O'Reilly - Collection details see MPG.ReNa
LEADER 05533nmm a2200625 u 4500
001 EB001955220
003 EBX01000000000000001118122
005 00000000000000.0
007 cr|||||||||||||||||||||
008 210123 ||| eng
020 |a 9781119281696 
020 |a 1119281695 
020 |a 1119281660 
020 |a 9781119281665 
050 4 |a HD62.5 
100 1 |a Stuchbury, Stewart 
245 0 0 |a Winning new business for dummies  |c by Stewart Stuchbury 
246 3 1 |a Winning new business 
260 |a Chichester, West Sussex, United Kingdom  |b John Wiley & Sons, Ltd.  |c 2017 
300 |a 1 online resource  |b illustrations 
505 0 |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 
505 0 |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 
505 0 |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 
505 0 |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 
505 0 |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 
653 |a Succès dans les affaires 
653 |a Nouvelles entreprises 
653 |a Success in business / fast 
653 |a New business enterprises / fast 
653 |a Entrepreneurship / http://id.loc.gov/authorities/subjects/sh85044149 
653 |a BUSINESS & ECONOMICS / Entrepreneurship / bisacsh 
653 |a Entrepreneuriat 
653 |a Success in business / http://id.loc.gov/authorities/subjects/sh85129589 
653 |a New business enterprises / http://id.loc.gov/authorities/subjects/sh85091252 
653 |a entrepreneurs / aat 
653 |a Entrepreneurship / fast 
653 |a BUSINESS & ECONOMICS / New Business Enterprises / bisacsh 
041 0 7 |a eng  |2 ISO 639-2 
989 |b OREILLY  |a O'Reilly 
490 0 |a For dummies 
776 |z 1119274168 
776 |z 1119281660 
776 |z 1119281695 
776 |z 9781119274162 
776 |z 9781119281665 
776 |z 9781119281696 
776 |z 1119281660 
856 4 0 |u https://learning.oreilly.com/library/view/~/9781119274162/?ar  |x Verlag  |3 Volltext 
082 0 |a 158 
082 0 |a 658.11 
082 0 |a 650.1 
082 0 |a 658.11 
082 0 |a 330 
082 0 |a 338 
520 |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