From First Contact to Signed Contract: The Complete Plain English Guide to B2B Sales
Better questions. Better conversations. A clearer route to agreement.
Winning business starts long before a contract is signed. It starts with finding the right customer, understanding their problem and having a conversation that gives both sides a reason to move forward.
From First Contact to Signed Contract is a practical, plain-English guide to business-to-business sales, taking you from researching an opportunity and making contact to building a proposal, negotiating an agreement and delivering what you promised.
Follow Maya and the Harcourt team through a worked case that brings the sales journey to life. See how preparation, questions and decisions connect-and how to apply that thinking to your own conversations.
Across 36 chapters and a matching working toolkit, the guide helps you:
Find and research suitable customers.
Prepare for a useful first conversation.
Understand the problem before proposing a solution.
Build a proposal around what matters to the buyer.
Negotiate with a clearer understanding of the work and agreement.
Carry your promises through into delivery.
Written for business owners and people responsible for winning work, this guide gives you a structured way to prepare, test your assumptions and decide what to do next.
From the first conversation to the agreed work-sell with greater clarity, purpose and confidence.
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