AMACOM

Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results. You'll learn how to: identify a strategic 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; build rapport; prepare for and structure a winning sales call; stop presenting to and start dialoguing with buyers; and make time in your calendar for business development activities. Landing on HubSpot's Top 20 Sales Books of All Time, New Sales. Simplified. is about overcoming—and even preventing—buyers' anti-salesperson reflex by establishing trust. The easy-to-follow plan will remove the mystery surrounding prospecting and have you ramping up for new business.

Why are some people more successful than others? What gives them their "winning edge"? World-renowned performance expert Brian Tracy has spent decades studying uncommonly high achievers, and in this short, inspiring volume, he shares what he has learned: Even small adjustments in outlook and behavior can lead to enormous differences in results. Personal Success explains how you, too, can unlock your potential. It helps you: set clear personal and professional goals - because you can't hit a target that you can't see, change your mindset to attract opportunity, banish self-limiting beliefs, build your self-confidence, develop a bias for action, practice courage - because all successful people are risk takers, sharpen your natural intuition, maintain a positive mental attitude, continually upgrade your skills - seizing every opportunity to learn and grow, make a habit of networking, become a strong strategic planner, commit to excellence, and more. Where do you want to be in one, three, or five years? Packed with simple but game-changing techniques, this energizing success manual shows you how to transform your dreams into tangible results.show less