Win New Business - the Desktop Guide
Overview
In the race for new business, there are no prizes for coming second – after all, it’s a winner’s world
A major new book on how to develop business by a professional with extensive experience of both Europe and the USA. Packed with innovative ways of generating leads, here is a practical source of advice and techniques for winning new business from both new and existing customers. It provides the essential skills for:
- Analysing customer needs and building relationships
- Understanding the psychology of selling
- Writing successful proposals and making outstanding presentations
- Pushing through to win
Desktop Guides are a practical source of reference, guidance, techniques and best practice. They contain an abundance of checklists, charts, do’s and don’ts, summaries and special tips.
Book Details
Downloads
Content
Part one: Laying the groundwork
- Know yourself and your competition
- Generating leads: How to create the customers you want
- Creating personal and company visibility
Part two: Working the sales cycle
- Lead qualification
- Working the sales cycle and managing your leadsThe psychology of selling
Part three: Getting them to yes
- Consultative selling
- Writing winning proposals
- Winning the business beauty parade by making effective presentations
- Closing the business
Part four: Contributions and conclusions
- Tips from the trenches
- From the customer’s viewpoint By Bryan Lee, Principal Consultant, Cornwell Management Consultants, plc
Allyson Stewart-Allen, Director of International Marketing Partners, contributed to the chapter on Generating Leads.