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| 100 |
1 |
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|a Stuchbury, Stewart,
|e author.
|
| 245 |
1 |
0 |
|a Winning new business for dummies /
|c by Stewart Stuchbury.
|
| 246 |
3 |
0 |
|a Winning new business
|
| 264 |
|
1 |
|a Chichester, West Sussex, United Kingdom :
|b John Wiley & Sons, Ltd.,
|c 2017.
|
| 300 |
|
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|a 1 online resource :
|b illustrations
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| 336 |
|
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|a text
|b txt
|2 rdacontent
|
| 337 |
|
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|a computer
|b c
|2 rdamedia
|
| 338 |
|
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|a volume
|b nc
|2 rdacarrier
|
| 490 |
1 |
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|a For dummies
|
| 505 |
0 |
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|a Title Page; Copyright Page; Table of Contents; 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; Understanding your solution; Examining the elements of winning new business; Knowing that new business is a company's heartbeat; Seeing new business as a science; Walking through the Steps of Winning New Business; Recognizing What You Need to Win New Business; Involving everyone.
|
| 505 |
8 |
|
|a Establishing success criteriaTaking time to get up to speed; Rewarding New Business Success; Balancing risk versus reward; Motivating new business behavior; Managing a house account; Doing the right thing; Chapter 2 Having Something Relevant to Say; Knowing Your Subject; Being perceived as an expert; Using the power of case studies; Using statistics and anecdotal evidence; Focusing on the big picture; Knowing Your Audience; Performing and applying research; Understanding clients' problem areas; Displaying empathy; Solving problems, not making friends; Perfecting Your Tone of Voice.
|
| 505 |
8 |
|
|a Being your company's mouthpieceUnderstanding the importance of words; Developing your own style; Recognizing the Power of Silence; Listening twice as much as you speak; Engaging in active listening; Making sure you don't talk yourself out of a sale; Chapter 3 Making First Impressions Count; Being Professional and in Control; Understanding the basics: Time, communication, and dress; Making the client important; Taking control; Setting expectations; Establishing trust; Having your time valued; Recognizing the Importance of Preparation; Agreeing on the objectives; Setting the agenda.
|
| 505 |
8 |
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|a Using research (or not)Answering frequently asked questions; Following Up to Maintain the Good Impression You've Made; Keeping commitments; Defining the ground rules; Owning the next stages; Dealing with the Unexpected; Chapter 4 Using Technology to Help; Understanding the Role of Technology in€Winning New Business; Driving the sales process; Researching prospects; Helping with qualification; Keeping on top of everything; Adjusting to Technology in Your Business; Everyone needs to buy in; Technology is not a cure-all; Don't hide behind technology; Distinguishing between Different Selling Aids.
|
| 505 |
8 |
|
|a Prospecting toolsPresenting tools; Recording tools; Part 2 Planning for New Business; Chapter 5 Presenting Solutions; Being Solution Oriented; Understanding the prospect's problem; Thinking outside the box; Thinking Like Your Prospect; Understanding the prospect's view of risk; Mitigating the perception of risk; Structuring your solution in the prospect's terms; Considering All the Angles; Changing the rules; Focusing on the real problem; Using existing resources; Chapter 6 Marketing Matters; Understanding the Role of Marketing in€Winning New Business; Harnessing the power of the brand.
|
| 650 |
|
0 |
|a New business enterprises.
|
| 650 |
|
0 |
|a Entrepreneurship.
|
| 650 |
|
0 |
|a Success in business.
|
| 650 |
|
7 |
|a Entrepreneurship
|2 fast
|
| 650 |
|
7 |
|a New business enterprises
|2 fast
|
| 650 |
|
7 |
|a Success in business
|2 fast
|
| 830 |
|
0 |
|a --For dummies.
|
| 856 |
4 |
0 |
|u https://go.oreilly.com/UniOfColoradoBoulder/library/view/~/9781119274162/?ar
|z Full Text (via O'Reilly/Safari)
|
| 915 |
|
|
|a -
|
| 956 |
|
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|a O'Reilly-Safari eBooks
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| 956 |
|
|
|b O'Reilly Online Learning: Academic/Public Library Edition
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| 994 |
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|a 92
|b COD
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|b Subsequent record output
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| 952 |
f |
f |
|p Can circulate
|a University of Colorado Boulder
|b Online
|c Online
|d Online
|e HD62.5
|h Library of Congress classification
|i web
|n 1
|
