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.



Paperback: 220 pages
Publisher: AMACOM (September 4, 2012)
Language: English
ISBN-10: 0814431771
ISBN-13: 978-0814431771
Product Dimensions: 0.8 x 5.8 x 9.2 inches
Shipping Weight: 6.4 ounces
http://www.amazon.com/New-Sales-Simplified-Prospecting-Development/dp/0814431771/ref=sr_1_1_twi_2_pap?ie=UTF8&qid=1436419769&sr=8-1&keywords=New+Sales.+Simplified.%3A+The+Essential+Handbook+for+Prospecting+and+New+Business+Development