{"product_id":"9780764550669","title":"Sales Prospecting For Dummies","description":"\u003ch1\u003eSales Prospecting For Dummies\u003c\/h1\u003e\u003ch3\u003eTom Hopkins\u003c\/h3\u003e\u003cdiv\u003e\u003cb\u003eBusiness \u0026amp; Economics \/ Sales \u0026amp; Selling \/ General\u003c\/b\u003e\u003c\/div\u003e\u003cbr\u003e\u003cdiv\u003eProspecting – 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\n\u003c\/div\u003e\u003cdiv\u003e 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.\u003c\/div\u003e\u003cbr\u003e\u003ctable\u003e\n\u003ctr\u003e\n\u003ctd\u003ePublication Date: \u003c\/td\u003e\n\u003ctd\u003e30 April 1998\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003ePublisher: \u003c\/td\u003e\n\u003ctd\u003eWiley\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eImprint: \u003c\/td\u003e\n\u003ctd\u003eFor Dummies\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eISBN-13: \u003c\/td\u003e\n\u003ctd\u003e9780764550669\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eFormat: \u003c\/td\u003e\n\u003ctd\u003ePaperback \/ softback\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003ePage Count: \u003c\/td\u003e\n\u003ctd\u003e320\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eWeight (oz): \u003c\/td\u003e\n\u003ctd\u003e11.84\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/table\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":44315271823500,"sku":"9780764550669","price":22.49,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0710\/9545\/1788\/files\/9780764550669_f250af23-b16c-42e7-95b7-18cb5a6bdd1f.jpg?v=1780205880","url":"https:\/\/lateknightbooks.com\/products\/9780764550669","provider":"Late Knight Books and Services, LLC","version":"1.0","type":"link"}