Do It! Selling
77 Instant-Action Ideas to Land Better Clients, Bigger Deals, and Higher Fees
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- $8.99
Publisher Description
THIS is the sales book you’ve been looking for.
You’re already working hard, but there’s too much to do, never enough time, and sometimes you’re not even sure where to begin when it comes to getting in front of the right prospects.
You want to sell smarter to today’s buyers, who value empathy, relevance, and intimacy over sales pitches, sales hype, and sales nonsense.
You want to not only bolster your bank account, but you also want to become a better entrepreneur of your expertise.
If you’re like most of the smart experts I work with daily:
• You feel that old school tactics (cold calling, ads, and spam) are useless and “there MUST be a better way”
• You want to earn attention from prospects by positioning yourself as an authority with magnetic sales strategies that pull (not push) buyers to you
• You want to sell more without chasing, begging, or scheming
• You want the sales process to be more effective, honest, open, and fun
• You want to focus on helping before pitching and serving before selling
• You want to get out of your sales rut and find your sales groove
• You want to make selling a natural extension of who you are
Welcome to your next level of sales success. Let’s DO IT!
PUBLISHERS WEEKLY
Corporate consultant Newman (Do It! Speaking) delivers an energetic resource for business-to-business salespeople looking to move ahead. To scout potential clients, Newman recommends perusing lists of the top local or national companies related to one's target demographic (e.g., those who work with women executives might consult Fortune magazine's "Best Workplaces for Women") and reaching out to individuals in upper management. The "five tips for first contact calls" include inviting a prospect to open up by asking them "what have you done to get to where you are today" and demonstrating the value of one's services by either challenging the prospect's thinking or sharing stories of how one has helped previous clients. Elsewhere, Newman encourages readers to gain clarity on a prospect's objectives by asking such questions as "what specifically are you hoping to gain from our work together," and to win over wavering prospects by following up with insights or ideas tailored to their business needs. Though Newman doesn't include much in the way of research studies, success stories, or other supporting evidence, the many enumerated lists ("17 great answers to ‘how much do you charge?' "; "7 things sales pros must do daily") provide a lean, easily digestible overview of how to seal the deal. This gets the job done. Photos. (Self-published)
