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)
Anyone who still thinks that people want to get cold called with a sales pitch you go for it.
The book is just a rehash of every cold calling book and we all know that we do not want to get cold callings and that they no longer work.
The narrator is so annoying that it is painful to try and finnish the book.
No, I would not reccoment the audiobook.
Yes, I would recommend reading the book as the content is excellent.
The book uses Mr. Weinberg's experience as a salesman to deliver the methods and what he wanted us to know. I could relate to many of the stories and this will help me in the future..
He is monotone and desn't seem to understand the use of the puncuations very well. There was Zero excitement in his voice and delivery. I almost quit listening to it 4 or 5 different times, but becuase of the content, I didn't.
Because of the narrarator, my extreme reaction was almost falling asleep at the wheel several different times.
I wish the author would narrarate the book as they know what they want to say and how they want to say it. This clown reading it didn't seem to know the first thing about sales, business or simple reading for that matter.
Yes. I found the book useful in helping me remember to think through the sales process in advance of the call. How to define the objectives and the customers.
Tom Hopkins and Jefferey Gitomer type books. Technique focused, not necessarily principle focus.
Grating. Nasal. Gutteral.
Good book. A bit insulting in that his way is the only way and with some types of sales it may not be totally appropriate. He is quick to dismiss CRM and yet refers to it as necessary. Outside of that I usually try to find what I can learn from a book versus what I disliked.
Purchase This Book
Mike Weinberg's "Presentation" story & the outline he provides for the sales story. It is great.
Has a voice for audio books.
Took 3 "sittings".
This book is the best I have purchased in a while. This is the book to get if you need new sales---who doesn't?
I was recently asked to take on a sales position at my company. In some ways sales is new to me. Listened to this book gave me a good push in the right direction. I'm sure it saved me from making more than a few mistakes. Ready to listen through again.
This book lives up to the title. It is filled with common sense lessons and ideas that so many of us seem to have forgotten in the Sales 2.0 world. If you're an account manager or if you rely on inbound sales calls, this book may not be for you. But for those of us who go out into the real world and bring in new business, it's exactly what we need and it provides some much needed motivation and fresh ideas.
Yes, just recommended it to 8 small business people, for those who have been going along OK in business but now need to really focus on new markets/ new sales, this is your book.
The real world examples around each chapter discussed
Tone, like you were in the room, with some one sharing their story and experiences!
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.
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.
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