{"product_id":"winning-new-business-for-dummies-isbn-9781119274162","title":"Winning New Business For Dummies","description":"\u003cp\u003e\u003cb\u003eWin more new business today\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNew business is the lifeblood of every company – and this book expertly guides you through the process of securing more than your fair share of it. If you're a salesperson in the trenches looking for inspiration, this book offers real-life advice on improving your customer-facing skills to win more new business. The structured approach presented inside will have you walking the walk, talking the tallk and closing more deals in no time!\u003c\/p\u003e \u003cp\u003e\u003cb\u003eInside...\u003c\/b\u003e\u003c\/p\u003e \u003cul\u003e \u003cli\u003eKnow your subject\u003c\/li\u003e \u003cli\u003eBe an active listener\u003c\/li\u003e \u003cli\u003eMake a great first impression\u003c\/li\u003e \u003cli\u003ePresent solutions\u003c\/li\u003e \u003cli\u003eStay on-brand and on-message\u003c\/li\u003e \u003cli\u003eProspect effectively\u003c\/li\u003e \u003cli\u003eOvercome objections\u003c\/li\u003e \u003cli\u003eStructure the deal\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eIntroduction 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1: Getting Started with Winning New Business 5\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 1: Introducing a Winning New Business Culture 7\u003c\/p\u003e \u003cp\u003eCHAPTER 2: Having Something Relevant to Say 21\u003c\/p\u003e \u003cp\u003eCHAPTER 3: Making First Impressions Count 41\u003c\/p\u003e \u003cp\u003eCHAPTER 4: Using Technology to Help 57\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2: Planning for New Business 71\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 5: Presenting Solutions 73\u003c\/p\u003e \u003cp\u003eCHAPTER 6: Marketing Matters 85\u003c\/p\u003e \u003cp\u003eCHAPTER 7: Making It Easy to Say Yes 95\u003c\/p\u003e \u003cp\u003eCHAPTER 8: Elevator Pitching 105\u003c\/p\u003e \u003cp\u003eCHAPTER 9: Prospecting Effectively 117\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3: Making New Business Happen 137\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 10: Overcoming Objections 139\u003c\/p\u003e \u003cp\u003eCHAPTER 11: Structuring the Deal 157\u003c\/p\u003e \u003cp\u003eCHAPTER 12: Having the Confidence to Say No 175\u003c\/p\u003e \u003cp\u003eCHAPTER 13: Asking for the Order 183\u003c\/p\u003e \u003cp\u003eCHAPTER 14: Understanding That \"Selling Hard\" Isn't the Answer 195\u003c\/p\u003e \u003cp\u003eCHAPTER 15: Taking Action Today 205\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 4: Rainmaking: Developing a Constant Stream of New Business 219\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 16: Reaching a Win-Win Solution 221\u003c\/p\u003e \u003cp\u003eCHAPTER 17: Networking Effectively 229\u003c\/p\u003e \u003cp\u003eCHAPTER 18: Managing the Perception of Risk 243\u003c\/p\u003e \u003cp\u003eCHAPTER 19: Qualifying Potential Business 255\u003c\/p\u003e \u003cp\u003eCHAPTER 20: Knowing When to Move On 277\u003c\/p\u003e \u003cp\u003eCHAPTER 21: Being Realistic with Forecasts 287\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 5: The Part of Tens 293\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 22: Ten Key Metrics to Watch 295\u003c\/p\u003e \u003cp\u003eCHAPTER 23: Ten Prospecting Resources 305\u003c\/p\u003e \u003cp\u003eIndex 315\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eStewart Stuchbury\u003c\/b\u003e is a creative agency and SME new business consultant. He developed the TLG (Targeted Lead Generation) new business methodology that has been at the forefront of creative services new business for almost 20 years. He believes that the only real new business opportunities are those that are well qualified from the beginning.    \u003c\/p\u003e\u003cul\u003e \u003cli\u003eNetwork effectively and make your first impression count\u003c\/li\u003e \u003cli\u003eMake it easy to say yes–and know when to say no\u003c\/li\u003e \u003cli\u003eComprehensively qualify potential business\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003cb\u003eWin more new business today\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eNew business is the lifeblood of every company – and this book expertly guides you through the process of securing more than your fair share of it. If you're a salesperson in the trenches looking for inspiration, this book offers real-life advice on improving your customer-facing skills to win more new business. The structured approach presented inside will have you walking the walk, talking the tallk and closing more deals in no time! \u003c\/p\u003e\u003cp\u003e\u003cb\u003eInside…\u003c\/b\u003e \u003c\/p\u003e\u003cul\u003e \u003cli\u003eKnow your subject\u003c\/li\u003e \u003cli\u003eBe an active listener\u003c\/li\u003e \u003cli\u003eMake a great first impression\u003c\/li\u003e \u003cli\u003ePresent solutions\u003c\/li\u003e \u003cli\u003eStay on-brand and on-message\u003c\/li\u003e \u003cli\u003eProspect effectively\u003c\/li\u003e \u003cli\u003eOvercome objections\u003c\/li\u003e \u003cli\u003eStructure the deal\u003c\/li\u003e \u003c\/ul\u003e","brand":"For Dummies","offers":[{"title":"Default Title","offer_id":47990496329957,"sku":"NP9781119274162","price":22.99,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119274162.jpg?v=1761788061","url":"https:\/\/k12savings.com\/products\/winning-new-business-for-dummies-isbn-9781119274162","provider":"K12savings","version":"1.0","type":"link"}