The Reading Room

New Sales Simplified
By Mike Weinbrg
AMACOM
Retail Price $17.95
Amazon Price: $11.23

Book Description: 

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.

 

Book Review:

This was an extremely informative book that was easy to read and simple to implement.  The author breaks down the sales process into detailed steps, making it easy to follow, especially to someone new to sales.  The book was easy to read and kept my interest throughout.  It is perfect for the newbie, but has enough insight for those who have been in sales for a while. If you are looking to improve your success in sales, pick up a copy of this book.

~Reviewed by Cara C.