Cover image for Sales prospecting for dummies
Sales prospecting for dummies
Hopkins, Tom.
Personal Author:
Publication Information:
Foster City, CA : IDG Books Worldwide, [1998]

Physical Description:
xviii, 285 pages : illustrations ; 22 cm.
General Note:
Includes index.
Subject Term:
Format :


Call Number
Material Type
Home Location
Item Holds
HF5438.25 .H664 1998 Adult Non-Fiction Non-Fiction Area

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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.

Author Notes

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.

Table of Contents

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
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