Efnisyfirlit

• Cover
• 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
    • Walking through the Steps of Winning New Business
    • Recognizing What You Need to Win New Business
    • Rewarding New Business Success
  • Chapter 2: Having Something Relevant to Say
    • Knowing Your Subject
    • Knowing Your Audience
    • Perfecting Your Tone of Voice
    • Recognizing the Power of Silence
  • Chapter 3: Making First Impressions Count
    • Being Professional and in Control
    • Recognizing the Importance of Preparation
    • Following Up to Maintain the Good Impression You’ve Made
    • Dealing with the Unexpected
  • Chapter 4: Using Technology to Help
    • Understanding the Role of Technology in Winning New Business
    • Adjusting to Technology in Your Business
    • Distinguishing between Different Selling Aids
• Part 2: Planning for New Business
  • Chapter 5: Presenting Solutions
    • Being Solution Oriented
    • Thinking Like Your Prospect
    • Considering All the Angles
  • Chapter 6: Marketing Matters
    • Understanding the Role of Marketing in Winning New Business
    • Being on Brand and on Message
    • Avoiding a Reliance on Marketing
  • Chapter 7: Making It Easy to Say Yes
    • Making Your Customer Comfortable
    • Creating a Straightforward Proposition
    • Covering All the Issues
    • Taking Away the Risk
  • Chapter 8: Elevator Pitching
    • Breaking Down the 60-Second Pitch
    • Setting Your Objectives
    • Embracing a Listening Opportunity
  • Chapter 9: Prospecting Effectively
    • Understanding Your Targets
    • Recognizing the Importance of Research
    • Performing First-Level Qualification
    • Keeping Records
• Part 3: Making New Business Happen
  • Chapter 10: Overcoming Objections
    • Taking Care of Real Objections
    • Dealing with Bias and Inequity
    • Facing Objections Late in the Sales Cycle
    • Walking Away from the Deal
  • Chapter 11: Structuring the Deal
    • Understanding that the Deal Isn’t Always about Money
    • Looking to Establish a Win-Win
    • Recognizing that “Guarantee” Is a Big, Powerful Word
    • Creating Unambiguous Contracts
  • Chapter 12: Having the Confidence to Say No
    • Understanding When, Why, and How to Say No
    • Saying No Doesn’t Mean that a Deal Isn’t Possible
    • Protecting Your Interests
  • Chapter 13: Asking for the Order
    • Being Professional and Straightforward
    • Working with Professional Buyers
  • Chapter 14: Understanding That “Selling Hard” Isn’t the Answer
    • Recognizing That People Prefer to Be Buyers
    • Knowing That People Buy People First
    • Ensuring That You Don’t Force a Solution
  • Chapter 15: Taking Action Today
    • Recognizing the Power of Taking Action and Setting Goals
    • Building Momentum Every Day
    • Acting with a Structured Approach
• Part 4: Rainmaking: Developing a Constant Stream of New Business
  • Chapter 16: Reaching a Win-Win Solution
    • Defining a Win-Win Solution and Its Benefits
    • Addressing Price as You Seek a Win-Win
    • Securing and Extending Your Client’s Buy-in with Support
    • Enjoying Longer-Term Success
  • Chapter 17: Networking Effectively
    • Seeking, Selecting, and Timing Networking Opportunities
    • Structuring Your Networking Approach
    • Distinguishing Types of Networking Events
    • Following Up
  • Chapter 18: Managing the Perception of Risk
    • Defining Risk for Different Groups
    • Dealing with Risk
    • Avoiding the Death of a Deal by Managing Risk
  • Chapter 19: Qualifying Potential Business
    • Qualifying: The Most Important Part of Winning New Business
    • Beginning with Basic Qualification Criteria
    • Adding Objective and Subjective Criteria
    • Tracking Qualification Over Time
  • Chapter 20: Knowing When to Move On
    • Taking Action When Qualification Criteria Aren’t Met
    • Dealing with Personality and Group Issues
    • Handling the Reality of Time Wasting
    • Facing an Indecisive Prospect
    • Leaving When the Prospect Isn’t Telling the Truth
  • Chapter 21: Being Realistic with Forecasts
    • Introducing the Basics of Forecasting
    • Eliminating Errors with a Good CRM
    • Providing Accurate Forecasts
• Part 5: The Part of Tens
  • Chapter 22: Ten Key Metrics to Watch
    • Initial Decision Maker Contact (IDMC)
    • Subsequent Decision Maker Contact (SDMC)
    • Qualification Key Stage Three (a.k.a. MCPQ)
    • Qualification Key Stage Four (a.k.a. RPBT)
    • Qualified Pipeline Value
    • Conversion Ratio of Suspects to Qualified Prospects
    • Touch Points
    • New Prospect Identification
    • Ratio of IDMC to SDMC
    • Close Ratio
  • Chapter 23: Ten Prospecting Resources
    • Insider Media
    • Local Business Publications
    • Lists from “The Sunday Times”
    • New Local Business Lists
    • Industry Publications
    • Chambers of Commerce
    • Highly Specialized Researchers
    • LinkedIn
    • Facebook
    • An Existing Company Database
• About the Author
• Advertisement Page
• Connect with Dummies
• End User License Agreement

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