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Sales Prospecting For Dummies, by Tom Hopkins
PDF Download Sales Prospecting For Dummies, by Tom Hopkins
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Prospecting – finding and qualifying prospective clients – is the first step in the selling proposition. It can also be the most daunting. The first big hurdle is knowing where to look for opportunities and recognizing them when they present themselves. Then there’s the fear of rejection that makes it so hard to approach strangers and talk to them persuasively about the product or service you represent. The good salesperson recognizes these challenges and finds ways to cope with them. The great salesperson, according to sales legend Tom Hopkins, turns them to her advantage and uses them to supercharge her selling and sell, sell, sell.
Whether you’re a newcomer to sales or a seasoned pro, Sales Prospecting For Dummies is your survival guide for generating new leads. Tom Hopkins helps you gain a solid perspective on what prospecting is and shares simple, yet powerful ways to build a prosperous selling career by meeting and getting to know the right people. You’ll find out how t o:
- Build an appealing image
- Polish your phone skills
- Tap business contacts for leads
- Prospect your customer list
- Use the power of the Internet
- Get the biggest bang for your advertising buck
Here’s a gold mine of tried-and-true techniques and strategies for finding and keeping clients from America’s number one sales trainer. You’ll discover how to set your goals, plan your time, and multiply your leads by:
- Obtaining valuable free information from newspapers, magazines and specialized journals, radio and television, the Internet, and more
- Developing a network of friends and associates; and mining it for all it’s worth
- Speaking so others will listen and maximizing every meeting with every person
- Techniques for getting satisfied customers to become an endless source of new referrals
- Building your image to the point where prospects seek you out
- Handling failure and rejection, keeping a positive attitude, and staying motivated
A concise, yet comprehensive guide to getting and maintaining a salesperson’s most vital lifeline – new prospects – Sales Prospecting For Dummies is an indispensable tool of the trade for rookies and veteran salespeople alike.
- Sales Rank: #174342 in Books
- Published on: 1998-04-17
- Original language: English
- Number of items: 1
- Dimensions: 8.60" h x .70" w x 5.50" l, .90 pounds
- Binding: Paperback
- 312 pages
From the Back Cover
Praise for Sales Prospecting For Dummies "If you want to thrive, study this book, set your goals, plan your time, multiply your leads, and master the art of prospecting." — Linda Brock-Nelson, Executive Vice President, Linda Brock Auto Mall "I recommend this book to the novice salesperson as well as the seasoned pro." — Robert L. Shook, Author, The Greatest Stories Ever Told
Includes real-world strategies that get results!
Your first aid kit® for generating new leads!
Stay focused using these goal-setting and time-planning tips Take advantage of Tom Hopkins' proven sales methods and find out how to turn a few bits of information into excellent leads. From utilizing free prospecting resources to maximizing your advertising and direct mail campaigns, this friendly guide will show you how to develop your skills — and watch your sales grow!
Discover how to: Build an appealing image Polish your telephone skills Tap business contacts for leads Prospect your customer list Use the power of the Internet
Get smart! www.dummies.com
About the Author
Tom Hopkins became a millionaire at age 27 and was the nation's leading real-estate trainer by the time he turned 30. He has written numerous books and conducts seminars worldwide.
Most helpful customer reviews
11 of 12 people found the following review helpful.
Sales Prospecting for Beginners
By Bruce Newman
Mixed in with many rather boring stories are little pearls of wisdom that all beginners in sales require. I have yet to hear any sales person or trainer NOT say "Learn about your client", "Listen closely to what your client says", etc. The basics are certainly there. Unfortunately, there doesn't seem to be much more than that. Creating distinctive marketing segments, creative approaches to prospects, analysis of sales successes and failures, along with all of the techniques required to become a top salesperson - except in real estate I guess, are sadly lacking. I expected much more from this book.
7 of 7 people found the following review helpful.
Good Book for newbie sales people!
By Nelson S. Beltran
I've read How To Master The Art of Sales in the past.
This small book is very good for new people about to start
a career in SALES! Buy it, it really gives you good ideas
of where, what, when and whom to prospect for your business.
I always go back to this book when I need my basics tuned!
I get great ideas of where to prospect from this book.
20 of 30 people found the following review helpful.
Not very informative
By A Customer
Most of the text is war stories meant to glorify the author. He has no experience at selling outside the field of real estate. Because of that this book has little of interest to those not in that field...and not that much for those in it. If you sell real estate there are far better books out there for you on how to build your business. If you sell something other than real estate this book is of very little use. Mr. Hopkins primary talent seems to be that of promoting...primarily himself. It may well be that his blend of self promotion played well in selling real estate years ago, but he is not a student of selling and is not in touch with the real world as it now exists. There are much better books out there on prospecting.
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