Sales Prospecting for Dummies

Sales Prospecting for Dummies

Book - 1998
Rate this:
WILEY
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.

Baker & Taylor
Provides advice for salespeople on how to find potential customers, make cold calls, get and use referrals without alienating family, friends, and current customers, deal with rejection, and handle related situations

Publisher: Foster City, CA : IDG Books Worldwide, c1998
ISBN: 9780764550669
0764550667
Characteristics: xviii, 285 p. : ill. ; 22 cm

Opinion

From the critics


Community Activity

Comment

Add a Comment

There are no comments for this title yet.

Age

Add Age Suitability

There are no ages for this title yet.

Summary

Add a Summary

There are no summaries for this title yet.

Notices

Add Notices

There are no notices for this title yet.

Quotes

Add a Quote

There are no quotes for this title yet.

Explore Further

Subject Headings

  Loading...
No similar edition of this title was found at SSFPL.

Try searching for Sales Prospecting for Dummies to see if SSFPL owns related versions of the work.


Suggest For Purchase

  Loading...
[]
[]
To Top