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New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development |  |
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网友对New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development的评论
BUY THIS BOOK NOW!!! I would give this book 10 stars if I could. After reading numerous sales books looking for a way to improve my skills, I came across New Sales. Simplified. I purchased and read 1/2 the book in one sitting - making notes and highlighting on almost every page. This truly is a treasure chest for any salesperson. The information is provided in a straightforward - dare I say simple - way but it makes so much sense and I can attest that it works.
Looking at my prospect list and dream account list I tried some of the techniques offered by Mr. Weinberg. The first three dream accounts granted me appointments whereas I struggled for a year or more in some cases to get in front of them. Oftentimes as salespeople we know what we need to do but try to work around it by doing what we think makes sense or we give in to the pressure of deadlines and become more focused on ourselves than the person across from us. Mr. Weinberg brings the focus back to where it should be - the customer's needs and headaches. I used his suggestions for crafting my "sales story" as well as the words to use when on the phone and in person. The section on locking in the appointment is true gold and has paid off numerous times in just the last couple of weeks. Mr. Weinberg puts the information together in a way that I do not feel goofy or like I am reading from a script when speaking with my prospects. There are many formats provided that allow you to feel comfortable in the words you are saying.
Do not pick up this book if you are looking for a way to make less phone calls. In fact, know that I am confident and comfortable on those initial prospect appointment setting phone calls I am making more than ever. And this from someone who used to dread picking up the phone because I struggled to differentiate myself from the others in the industry.
If you are a salesperson, in management, or own a company that relies on the salespeople for generating income, purchase a copy or several to distribute. You truly will not regret it and your sales will be impacted. I can't say it enough...BUY THIS BOOK!
With a plethora of sales books on the market, it can be a crap shoot finding one that delivers unique value. It helped my decision to buy when I noticed from his bio Mike and I share a St. Louis connection. Once I began reading however, I realized I had picked a gem. New Sales Simplified is just that - a simplified structure for selling reinforced by the who, what, and why within each step in the process. I listen to a lot of sales podcast, more so than read, but found this book to captivate my interest throughout. Mike's in depth discussion on prospecting, developing your sales story, helpful examples of probing questions throughout discovery, and his humorous take on presenting or not to present, encapsulate the methodology of a successful strategy. In a crowded space of repurposed theories, I highly recommend New Sales Simplified for a refreshing look at effective sales principles.
Rarely does one find a book, particularly as related to this topic, that is both comprehensive and straight to the point. Mike tells it like it is and in so doing sets you up to be successful in developing new business. The only other possible outcome is that you might realize that you are not suited for this field - and that's alright too.
This is not a text on academic theory or tome outlining hypothetical scenarios. Mike has crafted a must read that is 100% about practical actions that must be taken for sales professionals to increase their productivity by landing new accounts and driving incremental revenue.
Beyond the pure common sense effectiveness of his recommendations, I was most impressed by Mike's willingness to call everyone to the mat - up to and including the C-Suite. Not only does it prove that Mike has "been there and done that" for years and across various organizational levels, but holding the CEO and his / her leadership team responsible for setting the strategic direction is spot on correct (Sales Follows Strategy: Mr. CEO, Please Do Your Job so I Can Do Mine! - Chapter 3).
I read 'New Sales. Simplified.' over a weekend and was so impressed that I had a half dozen copies in the hands of my business development staff by the following Thursday. Stop contemplating this purchase and just do it - you'll be very happy that you did.
I work in business development at one of the largest technology companies in the world, and am an avid reader of anything written about sales (I constantly study sales experts like Hal Becker, Chet Holmes, Aaron Ross, Frank Bettger, Bill Stinnett, Bob Burg. Dale Carnegie, Art Sobczak, Jeffrey Gitomer, Mark Roberge, Jill Konrath, Brent Adamson, Grant Cardone, Brian Tracy, etc.).
New Sales Simplified by Mike Weinberg is the best book I have ever read on acquiring new business . Mike's coaching on account selection, messaging, running a sales call, and sales psychology are second to none- and I am not exaggerating when I say that I carry this book around with me throughout my day, every day.
With this book in hand, I have been able to become a top performing business development representative. I cannot stress enough that the gameplan Mike lays out in this book, if followed, almost guarantees exceptional sales performance. He takes the mystery out of prospecting in a way that very few sales books attempt to do. It is also worth mentioning the integrity and character that backbone Mike's methodology. His sales philosophy doesn't require any dishonesty or games, and learning this simple approach will make you wildly successful.
Please take the time to read this book. It will be worth every minute.
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