New Sales. Simplified: The Essential Handbook for Prospecting and New Business Development

No matter how much repeat business you get from loyal customers the lifeblood of your business is a constant flow of new accounts. Whether you’re a sales rep sales manager or a professional services executive if you are expected to bring in new business you need a proven formula for prospecting developing and closing deals. New Sales. Simplified. is the answer. You’ll learn how to: • Identify a strategic finite workable list of genuine prospects • Draft a compelling customer-focused “sales story” • Perfect the proactive telephone call to get face-to-face with more prospects • Use email voicemail and social media to your advantage • Overcome—even prevent—every buyer’s anti-salesperson reflex • Build rapport because people buy from people they like and trust • Prepare for and structure a winning sales call • Stop presenting and start dialoguing with buyers • Make time in your calendar for business development activities • And much more Packed with examples and anecdotes New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.