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Sales Prospecting for Dummies by Tom Hopkins (1998, Trade Paperback)

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Sales Prospecting for Dummies. Tom Hopkins. 1998 Trade Paperback. I will work with you to make things right. CHECK OUT THE PHOTOGRAPHS THIS IS WHAT YOU ARE GETTING.

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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.

Product Identifiers

Publisher
Wiley & Sons, Incorporated, John
ISBN-10
0764550667
ISBN-13
9780764550669
eBay Product ID (ePID)
783930

Product Key Features

Book Title
Sales Prospecting for Dummies
Author
Tom Hopkins
Format
Trade Paperback
Language
English
Topic
Sales & Selling / General
Publication Year
1998
Genre
Business & Economics
Number of Pages
320 Pages

Dimensions

Item Length
8.6in
Item Height
0.7in
Item Width
5.5in
Item Weight
11.9 Oz

Additional Product Features

Lc Classification Number
Hf5438.25.H664 1998
Table of Content
Introduction. PART I: Who Needs you? Chapter 1: Prospecting Defined. Chapter 2: Just Exactly What Is It You're Selling? Chapter 3: Doing Your Homework. Chapter 4: Make Prospecting Your Hobby. PART II: Resources of the Rich and Famous. Chapter 5: Prospecting Is Just Like Fishing. Chapter 6: Prospecting by Remote. Chapter 7: Making Connections. PART III: Making the Contact. Chapter 8: Getting Prospects Involved. Chapter 9: Choose Your Verbal Weapons Carefully. Chapter 10: Getting an Appointment. Chapter 11: Putting Others at Ease. Chapter 12: Can You Really Help These People? PART IV: What's a Few Referrals Among Friends? Chapter 13: Getting Your Next Prospect from Your Last Prospect. Chapter 14: Keep Yourself and Your Product in the Prospect's Mind. PART V: It's a Numbers Game. Chapter 15: How to Handle Failure and Rejection. Chapter 16: Goal Setting Keeps You Focused. Chapter 17: Time Planning Moves You Forward. PART VI: The Part of Tens. Chapter 18: The Ten Biggest Prospecting Mistakes Everyone Makes. Chapter 19: Ten Creative Prospecting Methods. Chapter 20: Ten Questions to Ask about Any List. Chapter 21: Ten Places to Prospect You May Not Have Thought of. Index. Dummies Book Registration.
Copyright Date
1998
Lccn
98-084877
Intended Audience
Trade
Illustrated
Yes

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item 1 Sales Prospecting For Dummies - 9780764550669, paperback, Tom Hopkins
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item 2 Sales Prospecting For Dummies - Paperback By Hopkins, Tom - VERY GOOD
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item 3 Sales Prospecting For Dummies - Paperback By Hopkins, Tom - ACCEPTABLE
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item 4 Sales Prospecting For Dummies [ Hopkins, Tom ] Used - Good
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item 5 Sales Prospecting for Dummies by Hopkins, Tom
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item 6 Sales Prospecting for Dummies by Tom Hopkins: Used
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item 7 Sales Prospecting by Tom Hopkins (1998, Trade Paperback)
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5 out of 5 stars
by j5-caJun 09, 2007
Eye Opener!!
I haven't finished reading this book yet but so far it's exciting! It was exactly what I was expecting as far as tips for prospecting. It's been very educational and a book I will keep it around to look back at.
5 out of 5 stars
by oqPC5w6xT-y@Del...Jul 22, 2009
sales porspecting soft bak
Paid late - my mistake. Book not yet received. No other problem. Will leave feedback when received. Bill wwitlin@cfl.rr.com
5 out of 5 stars
by grant80123Dec 19, 2010
Very informative!
Excellent and informative book for various ways of prospecting and networking!! I bought this book to assist myself in Sales.
5 out of 5 stars
by abqc_16Apr 10, 2019
Super +
Super +
Verified purchase: Yes | Condition: Pre-owned

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Sales Prospecting for Dummies by Tom Hopkins (1998, Trade Paperback)

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Eye Opener!!

sales porspecting soft bak

Very informative!

Super +

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