- Cover
- Cover
- Introduction
- Part 1: Getting Started with Winning New Business
- Part 2: Planning for New Business
- Part 3: Making New Business Happen
- Part 4: Rainmaking: Developing a Constant Stream of New Business
- Part 5: The Part of Tens
- Chapter 22: Ten Key Metrics to Watch
- Initial Decision Maker Contact (IDMC)
- Subsequent Decision Maker Contact (SDMC)
- Qualification Key Stage Three (a.k.a. MCPQ)
- Qualification Key Stage Four (a.k.a. RPBT)
- Qualified Pipeline Value
- Conversion Ratio of Suspects to Qualified Prospects
- Touch Points
- New Prospect Identification
- Ratio of IDMC to SDMC
- Close Ratio
- Chapter 23: Ten Prospecting Resources
- Chapter 22: Ten Key Metrics to Watch
- About the Author
- Advertisement Page
- Connect with Dummies
- End User License Agreement
Part 3
Making New Business Happen
IN THIS PART …
Understand that objections are just questions that need answers.
Structure a winning deal.
Be confident to say no to prospects when necessary.
Know that your winning solution puts you in a strong position to ask for the order.
Recognize why you need to avoid hard selling and be action oriented.
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