Sales Prospecting for Dummies

by Tom Hopkins

Book Overview

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...

• Format: Paperback
• Language: English
• ISBN: 0764550667
• ISBN13: 9780764550669
• Release Date: April 1998
• Publisher: For Dummies
• Length: 320 Pages
• Weight: 0.73 lbs.
• Dimensions: 0.8" x 5.5" x 8.5"

Customer Reviews

Perfect for Entrepreneurs

As a person entering the sales field for the first time, this book has helped me a lot. It gives practical information about meeting new people and making them realize the benefits of doing business with you. It uses a warm approach to an often misunderstood field.

fantastic

Hopkins is a professional teacher. It's like he's right there with you as you read the book. The principles are fabulous. This book is worth your time whether you're new or experienced in selling.

Good Book for newbie sales people!

I've read How To Master The Art of Sales in the past. This small book is very good for new people about to start a career in SALES! Buy it, it really gives you good ideas of where, what, when and whom to prospect for your business. I always go back to this book when I need my basics tuned! I get great ideas of where to prospect from this book.

Prospecting made easy and not just for dummies!

Tom Hopkins does it again. His contribution to the "dummies" series is great. For all those people in a sales environment this book is a must for you. Learn how to prospect, who to prospect, and what to say. Whilst the scripts do not cater to everyone, they can be adapted to suit yourself.Well Done.