Description
The lifeblood of your business is a constant flow of new accounts. . .no matter how much repeat business you get from loyal customers.Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals.With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.In New Sales. Simplified., you will learn how to:Identify a strategic list of genuine prospectsDraft a compelling, customer focused ?sales story?Perfect the proactive telephone call to get face to face with more prospectsUse email, voicemail, and social media to your advantagePrepare for and structure a winning sales callMake time in your calendar for business development activitiesNew Sales. Simplified. is about overcoming and even preventing buyers? anti salesperson reflex by establishing trust. This book will help you choose the right targets and build a winning plan to pursue them.Named by Hubpot as a Top 20 Sales Book of All Time, this easy-to-follow guide will remove the mystery surrounding prospecting and have you ramping up for new business.Table of Contents: 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
