New Sales. Simplified.
The Essential Handbook for Prospecting and New Business Development
By: Mike Weinberg
Published: September 4, 2012
Format: Paperback, 220 pages
"There is an oversupply of account managers and customers-service people filling sales roles, but precious few true sales hunters that can be counted on to consistently deliver new business. You can bring tremendous value to your business, your customers, and yourself by becoming proficient at bringing in new business", writes former sales executive and president of The New sales Coach, Mike Weinberg, in his straight talking and timeless idea packed book New Sales. Simplified. The Essential Handbook for Prospecting and New Business Development. The author describes how to attract and close new customer sales, by connecting with and providing service for the needs of the buyers, and by offering real solutions to the customer's problems.
Mike Weinberg recognizes that new sales representatives, and established sales professionals as well, are experiencing real challenges in developing new business for themselves and the company. The author points out that despite the value offered by existing loyal customers, the company needs a continual influx of new customers and clients for sustainable growth. Unfortunately, as Rick Weinberg writes, the established sales methods are no longer effective with today's customers. The author shares a news sales approach, that is both simple to understand and execute, and is based on timeless wisdom that will motivate new and seasoned sales representatives.
Mike Weinberg (photo left) understands that today's economy is a challenging environment for sales representatives to maintain their quotas. To resolve that problem, Mike Weinberg offers a simple, yet effective sales system that finds qualified prospects, provides the resources and tools needed to approach the potential buyer, and for achieving a successful outcome that develops a new customer. Instead of doing things wrong, as so many new and even experienced sales representatives do, the author coaches sales professionals in how to perform the entire process from prospecting to the close the right way.
Mike Weinberg divides the new sales simple process into three readily understood and actionable steps. Those three parts include:
* Select target: identify the ideal prospect
* Create and deploy weapons: Using the telephone and other tools to tell a story
* Plan and execute the attack: Preparation, questions and listening
For me, the power of the book is how Mike Weinberg combines a straight forward and results oriented sales approach with the practical tools and techniques to achieve a successful outcome. The author provides an effective method for finding and developing new sales business. The concept of finding new customers has been downplayed in recent years, and has even been regarded as being almost automatic. Mike Weinberg shares an alternative to that passive strategy.
In its place, Mike Weinberg offers an integrated, yet very easy to understand and apply system, that will add new business to the order books, while keeping sales professionals engaged in the process. The author bolsters his timeless wisdom with humor and interesting anecdotes that illustrate the concepts in action in real world sales situations.
I highly recommend the very hands on and results oriented book New Sales. Simplified. The Essential Handbook for Prospecting and New Business Development by Mike Weinberg, to any new or experienced sales representatives, and to any sales managers and leaders who are seeking a workable and effective process for developing new customers. This book offers a back to basics strategy that will find qualified prospects and transform them into satisfied customers.