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Nuevas ventas. Simplificadas.: El manual esencial para el desarrollo de posibles y nuevos negocios

Mike Weinberg
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La vida de tu negocio consiste en abrir cuentas nuevas constantemente. Tanto si eres representante, gerente o ejecutivo de ventas, se espera de ti ... Read More

La vida de tu negocio consiste en abrir cuentas nuevas constantemente. Tanto si eres representante, gerente o ejecutivo de ventas, se espera de ti que atraigas nuevos negocios, y necesitarás una fórmula comprobada para la prospección, el desarrollo y cierre de tratos. Aquí encontrarás la respuesta.

Porque en las ventas no existe nada que dure para siempre, necesitas nuevos clientes y nuevos negocios… todo el tiempo. Por mucho que realices negocios con clientes leales, la vida de tu negocio consiste en abrir cuentas nuevas constantemente.

Tanto si eres representante de ventas, gerente de ventas o ejecutivo de servicios profesionales, se espera de ti que atraigas nuevos negocios, para lo que necesitarás una fórmula comprobada para la prospección, el desarrollo y cierre de tratos. Aquí encontrarás la respuesta.

Aprenderás cómo:

• Identificar una lista estratégica, limitada y realizable de prospectos reales

• Bosquejar un «argumento de ventas» persuasivo y centrado en tu cliente

• Perfeccionar las llamadas telefónicas proactivas para alcanzar reuniones cara a cara con más clientes potenciales

• Tomar ventaja del correo electrónico, los mensajes de voz y las redes sociales

• Superar, e incluso evitar, los reflejos de todo posible comprador contra los vendedores

• Formar relaciones, porque la gente hace negocios con aquellos que les agradan y en quienes confían

• Prepararte para una llamada de ventas exitosa y bien estructurada

• Dejar de hacerle presentaciones a los clientes y comenzar a dialogar con ellos

• Hacer tiempo en tu calendario para actividades de desarrollo de negocios

• Y mucho más.

Lleno de ejemplos y anécdotas, este libro logra un equilibrio entre una perspectiva franca, y muchas veces divertida, de los errores que cometen la mayor parte de los vendedores y los ejecutivos con un plan fácil de seguir para incrementar notablemente tu cantidad de nuevos clientes a partir de hoy.

Because in sales, there’s no such thing as forever. You need new customers and new business—all the time.

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you’re a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. Is the answer. You’ll learn how to:

• Identify a strategic, finite, workable list of genuine prospects 

• Draft a compelling, customer-focused “sales story” 

• Perfect the proactive telephone call to get face-to-face with more prospects 

• Use email, voicemail, and social media to your advantage 

• Overcome—even prevent—every buyer’s anti-salesperson reflex 

• Build rapport, because people buy from people they like and trust 

• Prepare for and structure a winning sales call 

• Stop presenting and start dialoguing with buyers 

• Make time in your calendar for business development activities

• And much more

Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.




SPANISH EDITION: Because in sales, there’s no such thing as forever. You need new customers and new business—all the time.

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you’re a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. Is the answer. You’ll learn how to:

• Identify a strategic, finite, workable list of genuine prospects 

• Draft a compelling, customer-focused “sales story” 

• Perfect the proactive telephone call to get face-to-face with more prospects 

• Use email, voicemail, and social media to your advantage 

• Overcome—even prevent—every buyer’s anti-salesperson reflex 

• Build rapport, because people buy from people they like and trust 

• Prepare for and structure a winning sales call 

• Stop presenting and start dialoguing with buyers 

• Make time in your calendar for business development activities

• And much more

Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.

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Additional Information
  • Contributor(s)Mike Weinberg
  • About the Contributor(s) Mike Weinberg es fundador y presidente de The New Sales Coach, una firma consultora especializada en la gestión de ventas...

    Mike Weinberg es fundador y presidente de The New Sales Coach, una firma consultora especializada en la gestión de ventas y el desarrollo de nuevos negocios. Es autor del popular libro New Sales. Simplified
    ¡A Mike le encantan las ventas! Es consultor, coach, conferencista y autor best seller. Se especializa en el desarrollo de nuevos negocios y gestión de ventas, y está en una misión para simplificar las ventas y crear vendedores y equipos de ventas de alto rendimiento. Mike es conocido por su enfoque práctico y contundente en el cual él llama a las cosas tal como las ve. Trabaja con empresas de todas las industrias que varían en tamaño desde unos pocos millones a muchos miles de millones de dólares. Mike maneja las empresas de sus clientes personalmente y actúa como si su propia subsistencia depende del éxito de ellos.

    show more
  • ISBN-139780718086923
  • Publish Date02/21/2017
  • PublisherGrupo Nelson
  • Format Softcover
  • LanguageSpanish
  • Weight (lbs)0.58 lb
  • Case Quantity44
  • Case Weight (lbs)25.51 lb
  • Dimensions 9.0(h) x 6.0(w) x 0.7(d) inches
  • Pages256
  • Price $11.89


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