Winning new business for dummies / by Stewart Stuchbury.
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| Online Access: |
Full Text (via O'Reilly/Safari) |
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| Main Author: | |
| Other title: | Winning new business |
| Format: | eBook |
| Language: | English |
| Published: |
Chichester, West Sussex, United Kingdom :
John Wiley & Sons, Ltd.,
2017.
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| Series: | --For dummies.
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| Subjects: |
Table of Contents:
- 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.
- 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.
- 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.
- 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.
- 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.