Winning New Business For Dummies

Höfundur: Stewart Stuchbury
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Winning New Business For Dummies

Veldu vöru

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Rafbók til leigu í 120 daga. Útgáfa: 1

Efnisyfirlit

  • Cover
  • 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
      • Walking through the Steps of Winning New Business
      • Recognizing What You Need to Win New Business
      • Rewarding New Business Success
    • Chapter 2: Having Something Relevant to Say
      • Knowing Your Subject
      • Knowing Your Audience
      • Perfecting Your Tone of Voice
      • Recognizing the Power of Silence
    • Chapter 3: Making First Impressions Count
      • Being Professional and in Control
      • Recognizing the Importance of Preparation
      • Following Up to Maintain the Good Impression You’ve Made
      • Dealing with the Unexpected
    • Chapter 4: Using Technology to Help
      • Understanding the Role of Technology in Winning New Business
      • Adjusting to Technology in Your Business
      • Distinguishing between Different Selling Aids
  • Part 2: Planning for New Business
    • Chapter 5: Presenting Solutions
      • Being Solution Oriented
      • Thinking Like Your Prospect
      • Considering All the Angles
    • Chapter 6: Marketing Matters
      • Understanding the Role of Marketing in Winning New Business
      • Being on Brand and on Message
      • Avoiding a Reliance on Marketing
    • Chapter 7: Making It Easy to Say Yes
      • Making Your Customer Comfortable
      • Creating a Straightforward Proposition
      • Covering All the Issues
      • Taking Away the Risk
    • Chapter 8: Elevator Pitching
      • Breaking Down the 60-Second Pitch
      • Setting Your Objectives
      • Embracing a Listening Opportunity
    • Chapter 9: Prospecting Effectively
      • Understanding Your Targets
      • Recognizing the Importance of Research
      • Performing First-Level Qualification
      • Keeping Records
  • Part 3: Making New Business Happen
    • Chapter 10: Overcoming Objections
      • Taking Care of Real Objections
      • Dealing with Bias and Inequity
      • Facing Objections Late in the Sales Cycle
      • Walking Away from the Deal
    • Chapter 11: Structuring the Deal
      • Understanding that the Deal Isn’t Always about Money
      • Looking to Establish a Win-Win
      • Recognizing that “Guarantee” Is a Big, Powerful Word
      • Creating Unambiguous Contracts
    • Chapter 12: Having the Confidence to Say No
      • Understanding When, Why, and How to Say No
      • Saying No Doesn’t Mean that a Deal Isn’t Possible
      • Protecting Your Interests
    • Chapter 13: Asking for the Order
      • Being Professional and Straightforward
      • Working with Professional Buyers
    • Chapter 14: Understanding That “Selling Hard” Isn’t the Answer
      • Recognizing That People Prefer to Be Buyers
      • Knowing That People Buy People First
      • Ensuring That You Don’t Force a Solution
    • Chapter 15: Taking Action Today
      • Recognizing the Power of Taking Action and Setting Goals
      • Building Momentum Every Day
      • Acting with a Structured Approach
  • Part 4: Rainmaking: Developing a Constant Stream of New Business
    • Chapter 16: Reaching a Win-Win Solution
      • Defining a Win-Win Solution and Its Benefits
      • Addressing Price as You Seek a Win-Win
      • Securing and Extending Your Client’s Buy-in with Support
      • Enjoying Longer-Term Success
    • Chapter 17: Networking Effectively
      • Seeking, Selecting, and Timing Networking Opportunities
      • Structuring Your Networking Approach
      • Distinguishing Types of Networking Events
      • Following Up
    • Chapter 18: Managing the Perception of Risk
      • Defining Risk for Different Groups
      • Dealing with Risk
      • Avoiding the Death of a Deal by Managing Risk
    • Chapter 19: Qualifying Potential Business
      • Qualifying: The Most Important Part of Winning New Business
      • Beginning with Basic Qualification Criteria
      • Adding Objective and Subjective Criteria
      • Tracking Qualification Over Time
    • Chapter 20: Knowing When to Move On
      • Taking Action When Qualification Criteria Aren’t Met
      • Dealing with Personality and Group Issues
      • Handling the Reality of Time Wasting
      • Facing an Indecisive Prospect
      • Leaving When the Prospect Isn’t Telling the Truth
    • Chapter 21: Being Realistic with Forecasts
      • Introducing the Basics of Forecasting
      • Eliminating Errors with a Good CRM
      • Providing Accurate Forecasts
  • Part 5: The Part of Tens
    • Chapter 22: Ten Key Metrics to Watch
      • Initial Decision Maker Contact (IDMC)
      • Subsequent Decision Maker Contact (SDMC)
      • Qualification Key Stage Three (a.k.a. MCPQ)
      • Qualification Key Stage Four (a.k.a. RPBT)
      • Qualified Pipeline Value
      • Conversion Ratio of Suspects to Qualified Prospects
      • Touch Points
      • New Prospect Identification
      • Ratio of IDMC to SDMC
      • Close Ratio
    • Chapter 23: Ten Prospecting Resources
      • Insider Media
      • Local Business Publications
      • Lists from “The Sunday Times”
      • New Local Business Lists
      • Industry Publications
      • Chambers of Commerce
      • Highly Specialized Researchers
      • LinkedIn
      • Facebook
      • An Existing Company Database
  • About the Author
  • Advertisement Page
  • Connect with Dummies
  • End User License Agreement

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