Sales Prospecting For Dummies
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Sales Prospecting For Dummies
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Author : Tom Hopkins
language : en
Publisher: For Dummies
Release Date : 1998-04-30
Sales Prospecting For Dummies written by Tom Hopkins and has been published by For Dummies this book supported file pdf, txt, epub, kindle and other format this book has been release on 1998-04-30 with Business & Economics categories.
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.
Selling All In One For Dummies
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Author : The Experts at Dummies
language : en
Publisher: John Wiley & Sons
Release Date : 2012-02-01
Selling All In One For Dummies written by The Experts at Dummies and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-02-01 with Business & Economics categories.
Tried-and-true information and tips for selling like a pro Are you looking to enter the world of sales, or are you already a salesperson who's looking for new tips and tactics to expand your business? Whether you're in charge of your own selling career or you're responsible for training and managing a professional sales force, Selling All-In-One For Dummies features everything you need to know to improve your results. This valuable selling resource includes new ways to effectively network and prospect through the power of all the social media networking sites such as LinkedIn, Twitter, and Facebook, as well as ways to optimize sales success through Webinars; the latest tips and advice to build an appealing image; proven questioning methods that close sales; updated advice on keeping clients' business and building their loyalty; and how to adapt presentations and techniques. Proven methods and techniques that will lead to bigger sales and more loyal customers Advice on separating yourself from the pack Plus four chapters on selling in specialized areas from biotechnology to real estate Selling All-In-One For Dummies is the authoritative guide to navigating the ever-changing and growing sales arena.
Selling For Dummies
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Author : Tom Hopkins
language : en
Publisher: John Wiley & Sons
Release Date : 2011-03-08
Selling For Dummies written by Tom Hopkins and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-03-08 with Business & Economics categories.
Your hands-on guide to the most up-to-date selling strategies and techniques Are you looking to enter the world of sales, or are you already a salesperson who's looking for new tips and tactics to expand your business? No matter your level of skill, this guide will help you lay a foundation for sales success, with the latest information on how to research your prospects, break down the steps of the sales process, follow up with happy customers, and much more. The wonderful world of selling — discover what selling is (and isn't) and find out how mastering selling skills can benefit all areas of your life Stand out from the crowd — find out how knowing your clients sets you apart from average persuaders and helps you hear more yeses Scale the steps to success — discover the seven steps of the selling cycle to score appointments, make a good impression, give winning presentations, address client concerns, close sales,and more If you build it, they will come — take your career to the next level with valuable tips on how to stay in touch with clients, harness the power of the Internet to make more sales, manage your time wisely, and partner with others Open the book and find: Tips for approaching selling with passion and a positive attitude The latest prospecting and qualification strategies Top techniques for sales presentations Helpful hints on handling client concerns Guidance on getting referrals The scoop on using the latest technology to your advantage Information on establishing goals and planning your time efficiently Advice on staying upbeat when you don't succeed Learn to: Be truly well-prepared for every selling situation you encounter or create Close sales in seven steps or less Take advantage of the latest technology during the selling process Set and achieve sales goals to grow your business
Selling For Dummies
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Author : Tom Hopkins
language : en
Publisher: John Wiley & Sons
Release Date : 2015-03-02
Selling For Dummies written by Tom Hopkins and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-03-02 with Business & Economics categories.
Your guide to the most up-to-date selling strategies and techniques No matter your skill level, this new edition of Selling For Dummies helps you lay the foundation for sales success with the latest information on how to research your prospects, break down the steps of the sales process, follow up with customers, and so much more. Selling, when done right, is more than a job—it's an art. With the help of Selling For Dummies, you'll discover how to stand head-and-shoulders above the crowd by knowing your clients, and approaching selling with passion and a positive attitude. The book covers making killer sales pitches and presentations, using the latest technologies to your advantage, establishing goals and planning your time efficiently, partnering with others, addressing clients' concerns, and closing more sales. Includes expert tips for harnessing the power of the Internet to increase sales Covers the latest selling strategies and techniques in the Digital Age Explains how mastering selling skills can benefit all areas of your life Explores the newest prospecting and qualification strategies If you're brand new to the sales scene or a seasoned salesperson looking to win more clients and close more sales, Selling For Dummies sets you up for success.
Closing A Sale In A Day For Dummies
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Author : Tom Hopkins
language : en
Publisher: John Wiley & Sons
Release Date : 2012-10-26
Closing A Sale In A Day For Dummies written by Tom Hopkins and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-10-26 with Business & Economics categories.
Get the know-how to close a deal and make your quota—in a day! Closing a Sale In A Day For Dummies outlines the anatomy of a sales closing, offers strategies for asking the right questions, and gives you invaluable tips for overcoming tough customers. The anatomy of a close Questioning and listening strategies No frills closing techniques Overcoming tough customers This e-book also links to an online component at dummies.com that extends the topic into step-by-step tutorials and other "beyond the book" content.
Selling For Dummies
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Author : Ben Kench
language : en
Publisher: John Wiley & Sons
Release Date : 2013-01-15
Selling For Dummies written by Ben Kench and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-01-15 with Business & Economics categories.
Get a handle on the most up–to–date selling strategies and techniques that will help you grow your business. Are you looking to enter the world of sales, or are you looking for new tips and tactics to expand your business? Selling For Dummies gives you the latest information on how to research your prospects, master the steps of the sales process, follow up with happy customers, and much more. This straight–talking guide helps you develop the sales, communication, and negotiating skills you need to deliver successful presentations, win and retain customers, and get the results you want. Discover what selling is - and isn′t! Find out how knowing your clients sets you apart from the rest and helps you get to ‘yes’ Use the seven steps of the selling cycle to score appointments, make a good impression, give winning presentations, address client concerns, close sales and more Get valuable tips on how to follow up and build a long-term relationship with clients Learn how you can sell well in any economy
Sales Management For Dummies
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Author : Butch Bellah
language : en
Publisher: John Wiley & Sons
Release Date : 2015-09-16
Sales Management For Dummies written by Butch Bellah and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-09-16 with Business & Economics categories.
Guide your sales force to its fullest potential With a proven sales management and execution process, Sales Management For Dummies aids organizations and individuals in reaching the highest levels of success. Although selling products or services is a central part of any sales job, there's much more to it. With this fun and accessible guide, you'll go beyond the basics of sales to learn how to anticipate clients' needs, develop psychologist-like insight, and so much more. Because few people go to school to earn degrees in selling, sales talent is developed in the field. Unfortunately, most training efforts fail to reach their objectives, in large part because of the absence of any kind of reinforcement or coaching. This book is your one-stop guide to managing an existing or start-up sales force to succeed in every area of sales—from prospecting to closing. Shows you how to reach your fullest potential in sales Helps you effectively inspire great performance form any sales force Demonstrates how to prospect, recruit, and increase your organization's income and success Teaches you how to manage sales teams to greatness If you're one of the millions of salespeople or sales managers worldwide looking for a fast, easy, and effective way to get the most out of your sales force, the tried-and-true guidance presented inside sets you up for success.
Quota Busting Prospecting Skills
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Author : Tom Hopkins
language : en
Publisher: Made For Success Publishing
Release Date : 2015-04-29
Quota Busting Prospecting Skills written by Tom Hopkins and has been published by Made For Success Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-04-29 with Business & Economics categories.
Got a quota? If you're in sales, the answer had better be a resounding "Yes!" Real success comes from reaching beyond what others expect from you - you'll miss 100% of the shots you don't take. More than any other profession, being in sales means you need to know what you're aiming for in order to be successful. How do you perfect your prospecting skills and make it fun and profitable?
No one knows the answer to that question better than the legendary Tom Hopkins, who earned more than one million dollars in commissions during the first three years of his sales career. Over the course of the past 25+ years, he's been teaching others to do the same.
There are four precise categories that every prospect falls into. Do you know who can use for your product or service? Do you know which ones can afford it? Ignore these key points, and you will struggle. Use them correctly, and you can write your own ticket to close limitless sales - and have fun in the process!
In sales, time is your most valuable commodity, and wasting it is a very expensive lesson. Quota-Busting Prospecting Skills: Strategies to Make Prospecting Fun & Profitable teaches you just how to make the most of your time with a smile. Discover which prospects are qualified before you even approach them, and stack the deck in your favor. In this program, you'll learn the secrets to:
- Finding the people to sell to
- Learning the nuances of Non-Referral prospecting
- Getting others to refer their friends to you
- Finding fortune and felicity with the phone
Using Tom's timeless techniques, you can keep your pipeline full and bust all your quotas. Now you can build a strong, loyal customer base that promises both fun and fortune!
Sales Prospecting Strategies And Skills
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Author : Stanis Benjamin
language : en
Publisher: Lulu.com
Release Date : 2016-06-08
Sales Prospecting Strategies And Skills written by Stanis Benjamin and has been published by Lulu.com this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-06-08 with Business & Economics categories.
STANIS BENJAMIN, Director of Centre for Communication and Sales Training (CCST), has had experience in different levels of the insurance business starting as an agent and has spent almost 30 years in the insurance industry working with various clients from individuals to corporations. Strategies And Skills for prospecting is a guide to fundamentals of sales prospecting. This book gives you an insight to how sales people in similar environments can end up with different sales results while offering a creative and magical solution in prospecting clients for a thriving insurance sales career. The sales prospecting philosophy shared here is everything that any sales professional can practice to rise above the crowd by doing ordinary activities with extraordinary enthusiasm. Learn the secrets of his effective skills and techniques mixed with his light sense of humour to catapult your career at a speed you have never imagined.
Prospecting Your Way To Sales Success
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Author : Bill Good
language : en
Publisher: Scribner Book Company
Release Date : 1986
Prospecting Your Way To Sales Success written by Bill Good and has been published by Scribner Book Company this book supported file pdf, txt, epub, kindle and other format this book has been release on 1986 with Selling categories.
For over a decade, Bill Good's guide to increasing new business by finding prospective customers who are more likely to say yes has been a direct-sales bible. Now completely revised and updated to cover e-mail, fax communication, and the Internet, it is the most valuable tool a salesperson can own. Anyone who does any prospecting or selling by phone -- from securities, insurance, and real-estate brokers to fund-raisers, suppliers, and bankers -- knows the frustrations and rejections inherent in "cold calling". In this book, the president of Bill Good Marketing shares his expert techniques for creating successful prospecting campaigns. Dismissing as time-wasting and demoralizing "old school" methods with their don't-believe-a-customer-who-says-no philosophy, Good helps salespeople generate a plan of attack for finding good prospects ("cherries") while quickly screening out unqualified, uninterested customers ("pits"). He walks the reader through all of the variables of effective sales prospecting, including developing phone scripts and letters, searching the Internet for leads, and knowing how and when to close the deal. Complete with tips on motivation, time-management, and recordkeeping, and a special section on troubleshooting common problems, this new edition of Prospecting Your Way to Sales Success will remain the industry bible for years to come.