Product Description

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.

Product Details

• Amazon Sales Rank: #126499 in Books
• Published on: 1998-04-17
• Original language: English
• Number of items: 1
• Binding: Paperback
• 304 pages

Features

• ISBN13: 9780764550669
• Condition: NEW
• Notes: Brand New from Publisher. No Remainder Mark.
• Click here to view our Condition Guide and Shipping Prices

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.

About the Author

Tom Hopkins is the epitome of sales success. A millionaire by the time he reached the age of 27, Hopkins is now chairman of Tom Hopkins International, the largest sales training organization in the world. Each year, he teaches professional selling skills to hundreds of thousands of students around the world.

Thirty-four years ago, Tom Hopkins considered himself a failure. He had dropped out of college after 90 days; and for the next 18 months, he carried steel on construction sites to make a living. Believing that there had to be a better way to earn a living, he went into sales -- and ran into the worst period of his life. For six months, Hopkins earned an average of $42 per month and slid deeper into debt and despair. Pulling together his last few dollars, he invested in a three-day sales training seminar that turned his life around. In the next six months, Hopkins sold more than $1 million worth of $25,000 homes.

At age 21, he won the Los Angeles Sales and Marketing Institute's coveted SAMMY Award and began setting records in sales performance that still stand today.

Because of his unique ability to share his enthusiasm for the profession of selling and the selling techniques he developed, Hopkins began giving seminars in 1974. Training as many as 10,000 salespeople a month, he quickly became known as the world's leading sales trainer.

He was a pioneer in producing high-quality audio and videotape programs for those who could not attend the seminars or who wanted further reinforcement after the seminars. Recognized as the most effective sales training programs ever produced, they are continually updated and are now being utilized by more than 1 million people.

Tom Hopkins has also written ten books, including the best-selling How to Master the Art of Selling, which has sold over 1.3 million copies in nine languages and three ...For Dummies® books: Selling For Dummies®, Sales Prospecting For Dummies®, and now this book, Sales Closing For Dummies®.

Hopkins is a member of the National Speakers Association and one of a select few to ever receive its Council of Peers Award for Excellence. He is often the keynote speaker for annual conventions and is a frequent guest on television and radio talk shows.

Customer Reviews

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.

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.

Sales Prospecting for Beginners
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.