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9780749459888

Winning New Business : Essential Selling Skills for Non-Sales People

by
  • ISBN13:

    9780749459888

  • ISBN10:

    0749459883

  • Format: Paperback
  • Copyright: 2010-03-28
  • Publisher: Kogan Page Ltd
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Summary

Winning New Businessis for anyone who needs to know the skills of winning new customers but lacks the training or the courage to sell effectively. Richard Denny, one of the world's most renowned sales gurus, takes the fear out of selling and shows you just what to do and how to do it. In true Denny style, Winning New Businessmotivates and inspires from the first page to the last, giving you the ability and confidence to succeed. Each key topic is covered, including making a winning presentation; how to make an appointment; how to beat the competition and how to provide excellent customer care. Bursting with insight and ideas Denny gives you the techniques and tactics you need to help you maximize your ability to win, whatever your role in the company.

Author Biography

Richard Denny is one of the United Kingdom's foremost authorities on sales, management training and personal development. A highly sought-after inspirational speaker, he has been sharing his ideas on success and achievement around the world for over 20 years. He is also the author of the international best-seller Selling to Win, as well as Motivate to Win, Communicate to Win, Succeed for Yourself and Successful Selling Skills (all published by Kogan Page).

Table of Contents

About the Authorp. ix
Acknowledgementsp. xi
Introductionp. 1
What's at Stake?p. 3
The Quick Winsp. 11
Walk a Mile in My Shoesp. 27
Seize the Dayp. 37
The King's New Clothesp. 47
Hook the Fishp. 55
The First Meetingp. 71
Go for a 'No'p. 85
Present to Winp. 93
'Priceitis' is for Nerdsp. 103
The Big Opportunityp. 113
The Right Balancep. 125
How to Fail Fastp. 137
Referencesp. 143
Table of Contents provided by Ingram. All Rights Reserved.

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