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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,
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 to:
- 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
- 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
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.
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
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.
Dummies Book Registration.
ISBN: 9780764550669 ISBN-10: 0764550667 Series: For Dummies Audience:
Number Of Pages: 312 Published: 3rd April 1998 Country of Publication: US Dimensions (cm): 21.59 x 13.97
Weight (kg): 0.41
Edition Number: 1