Australasia's Biggest Online Store

Shop over a million Toys in our Huge New Range

Winning New Business for Dummies


Product Description
Product Details

Table of Contents

Introduction 1 Part 1: Getting Started with Winning New Business 5 CHAPTER 1: Introducing a Winning New Business Culture 7 CHAPTER 2: Having Something Relevant to Say 21 CHAPTER 3: Making First Impressions Count 41 CHAPTER 4: Using Technology to Help 57 Part 2: Planning for New Business 71 CHAPTER 5: Presenting Solutions 73 CHAPTER 6: Marketing Matters 85 CHAPTER 7: Making It Easy to Say Yes 95 CHAPTER 8: Elevator Pitching 105 CHAPTER 9: Prospecting Effectively 117 Part 3: Making New Business Happen 137 CHAPTER 10: Overcoming Objections 139 CHAPTER 11: Structuring the Deal 157 CHAPTER 12: Having the Confidence to Say No 175 CHAPTER 13: Asking for the Order 183 CHAPTER 14: Understanding That "Selling Hard" Isn't the Answer 195 CHAPTER 15: Taking Action Today 205 Part 4: Rainmaking: Developing a Constant Stream of New Business 219 CHAPTER 16: Reaching a Win-Win Solution 221 CHAPTER 17: Networking Effectively 229 CHAPTER 18: Managing the Perception of Risk 243 CHAPTER 19: Qualifying Potential Business 255 CHAPTER 20: Knowing When to Move On 277 CHAPTER 21: Being Realistic with Forecasts 287 Part 5: The Part of Tens 293 CHAPTER 22: Ten Key Metrics to Watch 295 CHAPTER 23: Ten Prospecting Resources 305 Index 315

About the Author

Stewart Stuchbury is a creative agency and SME new business consultant. He developed the TLG (Targeted Lead Generation) new business methodology that has been at the forefront of creative services new business for almost 20 years. He believes that the only real new business opportunities are those that are well qualified from the beginning.

Ask a Question About this Product More...
Write your question below:
Look for similar items by category
Home » Books » Business » Sales » General
How Fishpond Works
Fishpond works with suppliers all over the world to bring you a huge selection of products, really great prices, and delivery included on over 25 million products that we sell. We do our best every day to make Fishpond an awesome place for customers to shop and get what they want — all at the best prices online.
Webmasters, Bloggers & Website Owners
You can earn a 5% commission by selling Winning New Business for Dummies on your website. It's easy to get started - we will give you example code. After you're set-up, your website can earn you money while you work, play or even sleep! You should start right now!
Authors / Publishers
Are you the Author or Publisher of a book? Or the manufacturer of one of the millions of products that we sell. You can improve sales and grow your revenue by submitting additional information on this title. The better the information we have about a product, the more we will sell!
Item ships from and is sold by Fishpond World Ltd.
Back to top