If You're Curious About These Questions...
You should listen to this audiobook
- Did you know that the way most salespeople tell their company story actually pushes prospects away instead of drawing them in?
- Have you ever wondered why even the most experienced professionals struggle to land new business while others seem to do it effortlessly?
- What's the secret to building a high-performance sales process that consistently turns cold leads into loyal clients?
Listen to New Sales. Simplified. — Free Audiobook
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Key Takeaways from New Sales. Simplified.
- Discover why excellent relationship managers often fail at acquiring new business and how to cultivate the proactive attitude required to succeed.
- Master a proven, three-part sales framework inspired by military strategy: select your targets, deploy your weapons, and execute your attack.
- Learn how to strategically identify prospects by creating a finite, workable one-page list that mirrors your absolute best customers.
- Find out how to segment your target accounts into strategic categories to maximize your focus, while safely reserving space for a few game-changing dream clients.
- Understand why a client-centric sales story is your most important weapon and how to craft a narrative focused on the value you deliver rather than your own company.
Learning Tools
Reinforce what you learned from New Sales. Simplified.
Mind Map
New Sales. Simplified.
Mindset & Common Pitfalls
Why Salespeople Fail
The 3-Part Framework
Warfare Metaphor
Phase 1: Selecting Targets
Strategic Focus
Account Categories
Target Profiles
Phase 2: Deploying Weapons
The Sales Story
The Power Statement
Phase 3: The Attack (Calls & Meetings)
Proactive Sales Calls
Meeting Rules
Structuring the Client Visit
8-Phase Framework
Overcoming Resistance & Presenting
Lowering Defense Shields
Presenting is Not Selling
Time Blocking & Execution
The Distraction Problem
Time Blocking Solution
Gatekeepers & Etiquette
Manners Matter
Quiz — Test Your Understanding
Question 1 of 10
What is the foundational three-part framework for new business development outlined by Mike Weinberg?
New Sales. Simplified. — Full Chapter Overview
Chapter 1: Recommendation
Chapter 2: Verify your behavior, attitude, and attributes align with those required for new business selling success.
Chapter 3: First, choose your targets, then deploy your weapons, and finally attack!
Chapter 4: Choosing your targets is crucial to your success.
Chapter 5: Your sales story is the single most important weapon you have.
Chapter 6: Don’t use a sales voice on the phone, and prepare for a successful meeting.
Chapter 7: Follow a clear structure when you visit your customers.
Chapter 8: Avoid triggering your clients’ defense shields, and remember to sell, not present.
Chapter 9: For a successful attack, block out time for prospecting, and keep your sales pipeline balanced.
New Sales. Simplified. Summary & Overview
New Sales. Simplified. (2012) is a guide for those charged with finding new business. It takes a look at the fundamentals and offers actionable advice and techniques to the aspiring new business salesperson.
Who Should Listen to New Sales. Simplified.?
- New business sales executives
- Sales managers
- Account managers and veteran salespeople looking to refresh their skills
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