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Winning New Business For Dummies

ISBN: 978-1-119-27416-2
Paperback
360 pages
March 2017
US $22.99 Add to Cart

Introduction 1

Part 1: Getting Started with Winning New Business 5

CHAPTER 1: Introducing a Winning New Business Culture 7

CHAPTER 2: Having Something Relevant to Say 21

CHAPTER 3: Making First Impressions Count 41

CHAPTER 4: Using Technology to Help 57

Part 2: Planning for New Business 71

CHAPTER 5: Presenting Solutions 73

CHAPTER 6: Marketing Matters 85

CHAPTER 7: Making It Easy to Say Yes 95

CHAPTER 8: Elevator Pitching 105

CHAPTER 9: Prospecting Effectively 117

Part 3: Making New Business Happen 137

CHAPTER 10: Overcoming Objections 139

CHAPTER 11: Structuring the Deal 157

CHAPTER 12: Having the Confidence to Say No 175

CHAPTER 13: Asking for the Order 183

CHAPTER 14: Understanding That "Selling Hard" Isn't the Answer 195

CHAPTER 15: Taking Action Today 205

Part 4: Rainmaking: Developing a Constant Stream of New Business 219

CHAPTER 16: Reaching a Win-Win Solution 221

CHAPTER 17: Networking Effectively 229

CHAPTER 18: Managing the Perception of Risk 243

CHAPTER 19: Qualifying Potential Business 255

CHAPTER 20: Knowing When to Move On 277

CHAPTER 21: Being Realistic with Forecasts 287

Part 5: The Part of Tens 293

CHAPTER 22: Ten Key Metrics to Watch 295

CHAPTER 23: Ten Prospecting Resources 305

Index 315

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