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.

无论你从忠诚的客户那里得到多少重复的业务，你的业务的生命线是源源不断的新客户。无论你是销售代表、销售经理，还是专业服务主管，如果你被期望带来新的业务，你需要一个成熟的勘探、开发和完成交易的公式。"新销售。简化。"就是这个答案。你将学会如何：确定一个战略性的、有限的、可行的真正的潜在客户名单；起草一个令人信服的、以客户为中心的 "销售故事"；完善积极主动的电话，以便与更多的潜在客户面对面；利用电子邮件、语音邮件和社交媒体来发挥你的优势；克服甚至防止每个买家的反销售人员反射；建立友好关系，因为人们从他们喜欢和信任的人那里购买；准备和构建一个成功的销售电话；停止展示，开始与买家对话；在你的日历中为业务开发活动留出时间；以及更多。简化的新销售》充满了实例和轶事。本书通过对大多数销售人员和高管的错误做法进行直率（而且往往很有趣）的审视，并为从今天开始增加新业务制定了一个易于遵循的计划。