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New Sales. Simplified.

The Essential Handbook for Prospecting and New Business Development

New Sales. Simplified. by MIKE WEINBERG
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US$ 12.95
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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 morePacked 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.
AMACOM; September 2012
240 pages; ISBN 9780814431788
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Title: New Sales. Simplified.
Author: MIKE WEINBERG; S. Anthony Iannarino