Stuchbury, Stewart, <br/><br/>
Winning new business / 
 Winning new business for dummies 
by Stewart Stuchbury. 
 - xiv, 333 pages :  illustrations ;  24 cm. 
 - For dummies .
 - For dummies. .
<br/><br/> Includes index. 
<br/><br/>Getting started with winning new business. Introducing a winning new business culture ; Having something relevant to say ; Making first impressions count ; Using technology to help -- Planning for new business. Presenting solutions ; Marketing matters ; Making it easy to say yes ; Elevator pitching ; Prospecting effectively -- Making new business happen. Overcoming objections ; Structuring the deal ; Having the confidence to say no ; Asking for the order ; Understanding that "selling hard" isn't the answer ; Taking action today -- Rainmaking: developing a constant stream of new business. Reaching a win-win solution ; Networking effectively ; Managing the perception of risk ; Qualifying potential business ; Knowing when to move on ; Being realistic with forecasts -- The part of tens. Ten key metrics to watch ; Ten prospecting resources. 
<br/><br/> "New 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 talk and closing more deals in no time!"--Publisher's description. 
<br/><br/><label>ISBN: </label>1119274168 9781119274162 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.<br/>Success in business.<br/>Entrepreneurship.<br/>Entrepreneurship.<br/>Selling.<br/>Success in business.
<br/><br/><label>LC Class. No.: </label>HF5438.25  / .S768 2017