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<p>Introduction 1</p> <p><b>Part 1: Getting Started with Winning New Business 5</b></p> <p>CHAPTER 1: Introducing a Winning New Business Culture 7</p> <p>CHAPTER 2: Having Something Relevant to Say 21</p> <p>CHAPTER 3: Making First Impressions Count 41</p> <p>CHAPTER 4: Using Technology to Help 57</p> <p><b>Part 2: Planning for New Business 71</b></p> <p>CHAPTER 5: Presenting Solutions 73</p> <p>CHAPTER 6: Marketing Matters 85</p> <p>CHAPTER 7: Making It Easy to Say Yes 95</p> <p>CHAPTER 8: Elevator Pitching 105</p> <p>CHAPTER 9: Prospecting Effectively 117</p> <p><b>Part 3: Making New Business Happen 137</b></p> <p>CHAPTER 10: Overcoming Objections 139</p> <p>CHAPTER 11: Structuring the Deal 157</p> <p>CHAPTER 12: Having the Confidence to Say No 175</p> <p>CHAPTER 13: Asking for the Order 183</p> <p>CHAPTER 14: Understanding That "Selling Hard" Isn't the Answer 195</p> <p>CHAPTER 15: Taking Action Today 205</p> <p><b>Part 4: Rainmaking: Developing a Constant Stream of New Business 219</b></p> <p>CHAPTER 16: Reaching a Win-Win Solution 221</p> <p>CHAPTER 17: Networking Effectively 229</p> <p>CHAPTER 18: Managing the Perception of Risk 243</p> <p>CHAPTER 19: Qualifying Potential Business 255</p> <p>CHAPTER 20: Knowing When to Move On 277</p> <p>CHAPTER 21: Being Realistic with Forecasts 287</p> <p><b>Part 5: The Part of Tens 293</b></p> <p>CHAPTER 22: Ten Key Metrics to Watch 295</p> <p>CHAPTER 23: Ten Prospecting Resources 305</p> <p>Index 315</p>

<p><b>Stewart Stuchbury</b> is a creative agency and SME new business consultant. He developed the TLG (Targeted Lead Generation) new business methodology that has been at the forefront of creative services new business for almost 20 years. He believes that the only real new business opportunities are those that are well qualified from the beginning.

<ul> <li>Network effectively and make your first impression count</li> <li>Make it easy to say yes–and know when to say no</li> <li>Comprehensively qualify potential business</li> </ul> <p><b>Win more new business today</b> <p>New business is the lifeblood of every company – and this book expertly guides you through the process of securing more than your fair share of it. If you're a salesperson in the trenches looking for inspiration, this book offers real-life advice on improving your customer-facing skills to win more new business. The structured approach presented inside will have you walking the walk, talking the tallk and closing more deals in no time! <p><b>Inside…</b> <ul> <li>Know your subject</li> <li>Be an active listener</li> <li>Make a great first impression</li> <li>Present solutions</li> <li>Stay on-brand and on-message</li> <li>Prospect effectively</li> <li>Overcome objections</li> <li>Structure the deal</li> </ul>

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