Sales Prospecting For Dummies

Praise for Sales Prospecting For Dummies "If you want to thrive, study this book, set your goals, plan your time, multiply your leads, and master the art of prospecting." — Linda Brock–Nelson, Executive Vice President, Linda Brock Auto Mall "I recommend this book to the novice salesperson as well as the seasoned pro." — Robert L. Shook, Author, The Greatest Stories Ever Told
Includes real–world strategies that get results!
Your first aid kit® for generating new leads!
Stay focused using these goal–setting and time–planning tips Take advantage of Tom Hopkins' proven sales methods and find out how to turn a few bits of information into excellent leads. From utilizing free prospecting resources to maximizing your advertising and direct mail campaigns, this friendly guide will show you how to develop your skills — and watch your sales grow!
Discover how to: Build an appealing image Polish your telephone skills Tap business contacts for leads Prospect your customer list Use the power of the Internet
Get smart! www.dummies.com

Spis treści:
Introduction.
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.
Index.
Dummies Book Registration.

Nota biograficzna:
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.

Okładka tylna:
Praise for Sales Prospecting For Dummies "If you want to thrive, study this book, set your goals, plan your time, multiply your leads, and master the art of prospecting." — Linda Brock–Nelson, Executive Vice President, Linda Brock Auto Mall "I recommend this book to the novice salesperson as well as the seasoned pro." — Robert L. Shook, Author, The Greatest Stories Ever Told
Includes real–world strategies that get results!
Your first aid kit® for generating new leads!
Stay focused using these goal–setting and time–planning tips Take advantage of Tom Hopkins' proven sales methods and find out how to turn a few bits of information into excellent leads. From utilizing free prospecting resources to maximizing your advertising and direct mail campaigns, this friendly guide will show you how to develop your skills — and watch your sales grow!
Discover how to: Build an appealing image Polish your telephone skills Tap business contacts for leads Prospect your customer list Use the power of the Internet
Get smart! www.dummies.com