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Nuevas Ventas. Simplificadas.: El Manual Esencial Para El Desarrollo de Posibles Y Nuevos Negocios
Paperback
ISBN13: 9780718086923
Publisher: Harperenfoque
Published: Feb 21 2017
Pages: 256
Weight: 0.60
Height: 0.80 Width: 6.00 Depth: 8.90
Language: Spanish
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. Aquà 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. Aquà 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 confÃan
- 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.
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