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.
©2012 Mike Weinberg (P)2012 Gildan Media LLC
"Mike Weinberg takes the mystery out of prospecting for new business. New Sales. Simplified. provides a powerful, practical, and proven framework to help salespeople successfully convert today’s crazy-busy prospects into new customers." (Jill Konrath, author of SNAP Selling and Selling to Big Companies)
Among the most enjoyable and informative book I have had the pleasure to listen to. The narrative, tone, and pace kept my short attention span focused.
Mike's personal story and experiences as he progressed through his career.
First time - his voice and tone were very pleasant.
Not really - tounge firmly in cheek - it only made we stop my car a few times so I could write a note to myself. That's why I ended up buying the book as well!.
Anyone who is challenged with acquiring new sales, or who are engaged in any form of new business capture/ development should listen to this book.
Yes! I am currently reading an electronic version of the book and creating a sales business plan as suggested in the book.
Very likable and easy to listen to voice.
The books goes over the whole sales process and for someone new to sales this is invaluable. The author breaks down each step and gives specific recommendations how to prepare. The author stresses out the importance and effectiveness of new business development and cold calling, and provides a plan how to become effective at that. I would recommend the book to anyone interested in sales.
I live and work in Milwaukee Wisconsin and work as an Account Executive for Aramark Uniform Services.
I would recommend this audiobook to anybody who wants to be better at hunting for and getting new business accounts. It is direct, concise and relevant. By listening to the book and following through with developing a power statement on Chapter 8 and then basing your whole prospecting and presenting effort off of that you will increase your effectiveness and make more money.
My favorite story was the AE who told Weinberg that he didn't like to prepare for meetings and instead liked to let the meeting develop organically. Of course the prospect lead the meeting and at the end the AE didn't get the sale. I definitely have been guilty of not preparing for meetings and winding up looking like a dope too.
No, I have never heard Erik Synnestvedt's reading before but I listen to a lot of audiobooks and this is a good one. His voice is clear and he speaks in a punchy manner like a coach and annunciates well enough that I could listen to the book a couple more times at triple speed and still understand every word.
I loved the section on developing my sales story and in particular the power statement. I actually ordered the paperback so I could more slowly go through his instructions for doing these (Chapter 8). It is very useful.
I have read a lot of sales books and most try to be everything to everybody whether they are selling retail, real estate, or telemarketing. This book is specific to building new business accounts. It is thorough, it is delivered in concise points with no apologies. This is the first sales book I have read in quite a while that really has me excited.
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