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 more
Packed 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.
MIKE WEINBERG is a top-performing sales hunter, sales executive, and founder and president of The New Sales Coach, a consultancy specializing in new business development sales strategies.
Contents Foreword by S. Anthony Iannarino Acknowledgments Introduction Chapter 1: Sales Simplified and a Dose of Blunt Truth Chapter 2: The "Not-So-Sweet 16" Reasons Salespeople Fail at New Business Development Chapter 3: The Company's Responsibility for Sales Success Chapter 4: A Simple Framework for Developing New Business Chapter 5: Selecting Targets -- First for a Reason Chapter 6: Our Sales Weapons: What's in the Arsenal? Chapter 7: Your Most Important Sales Weapon Chapter 8: Sharpening Your Sales Story Chapter 9: Your Friend the Phone Chapter 10: Mentally Preparing for the Face-to-Face Sales Call Chapter 11: Structuring Winning Sales Calls Chapter 12: Preventing the Buyer's Reflex Resistance to Salespeople Chapter 13: I Thought I Was Supposed to Make a Presentation Chapter 14: Planning and Executing the Attack Chapter 15: Rants, Raves, and Reflections Chapter 16: New Business Development Selling Is Not Complicated Index