Sales Prospecting for Dummies

By Tom Hopkins

Book Overview

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.

• Format: Paperback
• Language: English
• ISBN: 0764550667
• ISBN13: 9780764550669
• Release Date: April 1998
• Publisher: For Dummies
• Length: 320 Pages
• Weight: 0.86 lbs.
• Dimensions: 0.8" x 5.5" x 8.5"

Customer Reviews

Perfect for Entrepreneurs

As a person entering the sales field for the first time, this book has helped me a lot. It gives practical information about meeting new people and making them realize the benefits of doing business with you. It uses a warm approach to an often misunderstood field.

fantastic

Hopkins is a professional teacher. It's like he's right there with you as you read the book. The principles are fabulous. This book is worth your time whether you're new or experienced in selling.

Good Book for newbie sales people!

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.

Prospecting made easy and not just for dummies!

Tom Hopkins does it again. His contribution to the "dummies" series is great. For all those people in a sales environment this book is a must for you. Learn how to prospect, who to prospect, and what to say. Whilst the scripts do not cater to everyone, they can be adapted to suit yourself.Well Done.