{"product_id":"sales-prospecting-for-dummies-isbn-9780764550669","title":"Sales Prospecting For Dummies","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.  \u003cp\u003eWhether you’re a newcomer to sales or a seasoned pro, \u003ci\u003eSales Prospecting For Dummies\u003c\/i\u003e 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:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eBuild an appealing image\u003c\/li\u003e \u003cli\u003ePolish your phone skills\u003c\/li\u003e \u003cli\u003eTap business contacts for leads\u003c\/li\u003e \u003cli\u003eProspect your customer list\u003c\/li\u003e \u003cli\u003eUse the power of the Internet\u003c\/li\u003e \u003cli\u003eGet the biggest bang for your advertising buck\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eHere’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:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eObtaining valuable free information from newspapers, magazines and specialized journals, radio and television, the Internet, and more\u003c\/li\u003e \u003cli\u003eDeveloping a network of friends and associates; and mining it for all it’s worth\u003c\/li\u003e \u003cli\u003eSpeaking so others will listen and maximizing every meeting with every person\u003c\/li\u003e \u003cli\u003eTechniques for getting satisfied customers to become an endless source of new referrals\u003c\/li\u003e \u003cli\u003eBuilding your image to the point where prospects seek you out\u003c\/li\u003e \u003cli\u003eHandling failure and rejection, keeping a positive attitude, and staying motivated\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eA concise, yet comprehensive guide to getting and maintaining a salesperson’s most vital lifeline – new prospects – \u003ci\u003eSales Prospecting For Dummies\u003c\/i\u003e is an indispensable tool of the trade for rookies and veteran salespeople alike.\u003c\/p\u003e  Introduction.\u003cbr\u003e \u003cbr\u003e PART I: Who Needs you?\u003cbr\u003e \u003cbr\u003e Chapter 1: Prospecting Defined.\u003cbr\u003e \u003cbr\u003e Chapter 2: Just Exactly What Is It You're Selling?\u003cbr\u003e \u003cbr\u003e Chapter 3: Doing Your Homework.\u003cbr\u003e \u003cbr\u003e Chapter 4: Make Prospecting Your Hobby.\u003cbr\u003e \u003cbr\u003e PART II: Resources of the Rich and Famous.\u003cbr\u003e \u003cbr\u003e Chapter 5: Prospecting Is Just Like Fishing.\u003cbr\u003e \u003cbr\u003e Chapter 6: Prospecting by Remote.\u003cbr\u003e \u003cbr\u003e Chapter 7: Making Connections.\u003cbr\u003e \u003cbr\u003e PART III: Making the Contact.\u003cbr\u003e \u003cbr\u003e Chapter 8: Getting Prospects Involved.\u003cbr\u003e \u003cbr\u003e Chapter 9: Choose Your Verbal Weapons Carefully.\u003cbr\u003e \u003cbr\u003e Chapter 10: Getting an Appointment.\u003cbr\u003e \u003cbr\u003e Chapter 11: Putting Others at Ease.\u003cbr\u003e \u003cbr\u003e Chapter 12: Can You Really Help These People?\u003cbr\u003e \u003cbr\u003e PART IV: What's a Few Referrals Among Friends?\u003cbr\u003e \u003cbr\u003e Chapter 13: Getting Your Next Prospect from Your Last Prospect.\u003cbr\u003e \u003cbr\u003e Chapter 14: Keep Yourself and Your Product in the Prospect's Mind.\u003cbr\u003e \u003cbr\u003e PART V: It's a Numbers Game.\u003cbr\u003e \u003cbr\u003e Chapter 15: How to Handle Failure and Rejection.\u003cbr\u003e \u003cbr\u003e Chapter 16: Goal Setting Keeps You Focused.\u003cbr\u003e \u003cbr\u003e Chapter 17: Time Planning Moves You Forward.\u003cbr\u003e \u003cbr\u003e PART VI: The Part of Tens.\u003cbr\u003e \u003cbr\u003e Chapter 18: The Ten Biggest Prospecting Mistakes Everyone Makes.\u003cbr\u003e \u003cbr\u003e Chapter 19: Ten Creative Prospecting Methods.\u003cbr\u003e \u003cbr\u003e Chapter 20: Ten Questions to Ask about Any List.\u003cbr\u003e \u003cbr\u003e Chapter 21: Ten Places to Prospect You May Not Have Thought of.\u003cbr\u003e \u003cbr\u003e Index.\u003cbr\u003e \u003cbr\u003e Dummies Book Registration. 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 seminars worldwide.  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  \u003cp\u003eIncludes real-world strategies that get results!\u003c\/p\u003e \u003cp\u003eYour first aid kit\u003csup\u003e®\u003c\/sup\u003e for generating new leads!\u003c\/p\u003e \u003cp\u003eStay 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. From utilizing free prospecting resources to maximizing your advertising and direct mail campaigns, this friendly guide will show you how to develop your skills — and watch your sales grow!\u003c\/p\u003e \u003cp\u003eDiscover how to: Build an appealing image Polish your telephone skills Tap business contacts for leads Prospect your customer list Use the power of the Internet\u003c\/p\u003e \u003cp\u003eGet smart! www.dummies.com\u003c\/p\u003e","brand":"For Dummies","offers":[{"title":"Default Title","offer_id":47989982494949,"sku":"NP9780764550669","price":23.99,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780764550669.jpg?v=1761786108","url":"https:\/\/k12savings.com\/products\/sales-prospecting-for-dummies-isbn-9780764550669","provider":"K12savings","version":"1.0","type":"link"}