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

by Richard Denny

Overview

Winning New Business is 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 Business motivates 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.

Product Details

ISBN-13:	9780749459888
Publisher:	Kogan Page, Ltd.
Publication date:	02/23/2010
Edition description:	Reissue
Pages:	160
Product dimensions:	5.35(w) x 8.50(h) x 0.39(d)

About the Author

Richard Denny is a highly successful businessman who has been sharing his ideas on success and achievement around the world for over 20 years. A highly sought-after motivational speaker, he has become a legend on the international speaking circuit and helped thousands of people to succeed. Richard is the author of the international best-seller, Selling to Win, as well as Motivate to Win, Communicate to Win, Successful Selling Skills and Succeed for Yourself (all published by Kogan Page). His books have sold over two million copies worldwide.

Table of Contents

About the Author ix

Acknowledgements xi

Introduction 1

1 What's at Stake? 3

2 The Quick Wins 11

3 Walk a Mile in My Shoes 27

4 Seize the Day 37

5 The King's New Clothes 47

6 Hook the Fish 55

7 The First Meeting 71

8 Go for a 'No' 85

9 Present to Win 93

10 'Priceitis' is for Nerds 103

11 The Big Opportunity 113

12 The Right Balance 125

13 How to Fail Fast 137

References 143