Overview
Prospecting – finding and qualifying prospectiveclients – is the first step in the sellingproposition. It can also be the most daunting. The first big hurdleis knowing where to look for opportunities and recognizing themwhen they present themselves. Then there’s the fear ofrejection that makes it so hard to approach strangers and talk tothem persuasively about the product or service you represent. Thegood salesperson recognizes these challenges and finds ways to copewith them. The great salesperson, according to sales legend TomHopkins, turns them to her advantage and uses them to superchargeher selling and sell, sell, sell.
Whether you’re a newcomer to sales or a seasoned pro,Sales Prospecting For Dummies is your survival guide forgenerating new leads. Tom Hopkins helps you gain a solidperspective on what prospecting is and shares simple, yet powerfulways to build a prosperous selling career by meeting and getting toknow 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 andstrategies for finding and keeping clients from America’snumber one sales trainer. You’ll discover how to set yourgoals, plan your time, and multiply your leads by:
- Obtaining valuable free information from newspapers, magazinesand specialized journals, radio and television, the Internet, andmore
- Developing a network of friends and associates; and mining itfor all it’s worth
- Speaking so others will listen and maximizing every meetingwith every person
- Techniques for getting satisfied customers to become an endlesssource of new referrals
- Building your image to the point where prospects seek youout
- Handling failure and rejection, keeping a positive attitude,and staying motivated
A concise, yet comprehensive guide to getting and maintaining asalesperson’s most vital lifeline – newprospects – Sales Prospecting For Dummies isan indispensable tool of the trade for rookies and veteransalespeople alike.
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