By Richard Denny
Profitable New company is for somebody who must comprehend the abilities of successful new buyers yet lacks the learning or the braveness for powerful promoting. Richard Denny, a popular revenues guru, takes the terror out of promoting and exhibits what to do and the way to do it. In regular sort, Denny motivates and evokes from the 1st web page to the final, giving readers the power and self belief to be triumphant. He covers a number of key themes together with creating a successful presentation, tips on how to make an appointment, how you can beat the contest, and the way to supply very good buyer care.
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Extra info for Winning New Business: Essential Selling Skills for Non-Sales People
Example text
It is so easy to forget to offer these extras, and it is so gratifying when our suppliers demonstrate that they care about our business. ’ Of course they are – but isn’t it a joy to be sold to well? So here is the easy way to increase the average transaction value: sell the add-on. Let’s suppose you are in conversation on the telephone with a customer. When you have nearly completed the main business, you can drop in a phrase like this: Just while you’re on the line, I don’t know if I mentioned that we also do … Just while you’re on the line, I noticed that you haven’t ordered… Just while you’re on the line, it occurs to me you may need… In other situations you will have scheduled meetings with your client or customer.
They have targets to achieve. They have budgets to keep, and have to perform to their boss’s expectation and, for some, the demands of their shareholders. All this manifests itself in a ‘drive and strive’ mentality. My favourite word must now be dropped in – ‘balance’. Of course there is nothing wrong with targets and budgets and striving to achieve other people’s expectations, but many people are missing a simple trick, because there is a faster and more certain route to success and achievement.
Virtually all of the world’s strife has a root in extremism, and unfortunately one of the great tragedies is the loss of balance and common sense. We must be able to step into the other person’s shoes and then back into our own. We can spend time truly understanding our client’s, customer’s and our prospect’s world, but should not live it. The role of the business winner is of course a role of persuasion, and with that in mind you need to be plausible and convincing. If we follow the theme of seeing the world from the other person’s perspective, let me ask you, what sort of person would you like, or do you like, to do business with?
