SKU: 59271829920

Sales Prospecting for Dummies

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Description

Sales Prospecting for DummiesProspecting 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

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.



Binding Type: Paperback
Publisher: For Dummies
Published: 04/17/1998
ISBN: 9780764550669
Pages: 312
Weight: 0.90lbs
Size: 8.50h x 5.50w x 0.80d
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SKU: 59271829920

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Tamsen
Lake Worth, US
★★★★★ 5
Perfect Christmas gift
Format: Hardcover
Christmas Gift for my grandsons to teach them about what service dogs do for people who are physically, mentally or emotionally challenged
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Reviewed in the United States on December 9, 2025
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SEG
Battle Creek, US
★★★★★ 4
Informative and fun book
Format: Hardcover
The story itself is very informative and playful in its approach to helping the reader understand the process of selecting and training service dogs. The star that was knocked off is not reflective of the product, but the shipping process or the packaging department which delivered another book with a ripped dust jacket. In reality the intended recipient will take that off anyway, so I am not returning it. It seems wasteful. However, if this gift was intended for anyone other than a family member, I would have. Amazon needs to train its packaging departments are better. But I suppose as long as we all keep buying, they will not.
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Reviewed in the United States on April 2, 2026
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Carole
Alexandria, US
★★★★★ 5
Great children's book about dogs for love lovers!
Format: Hardcover
Great children's book about dogs 🐕 for the family who loves dogs.
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Reviewed in the United States on December 3, 2025
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Lisa Rush
Waukegan, US
★★★★★ 5
Inspiring story and gorgeous illustrations
Format: Hardcover
Such an inspiring story about life, love, courage and all of the people that work so hard to train and care for service dogs. The deep bond between a service dog and their owner is such a beautiful thing to see. I love seeing people living their best life with their service dogs out in public and when I read this book I felt it was the perfect way to spread awareness and hope especially to young kids. I highly recommend this book and I hope Canine Companions comes out with more in the future either following Andy’s life or maybe from a childs perspective who’s parents adopt a canine companions dog and how her/his life improves as a result.
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Reviewed in the United States on October 23, 2025
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Karen Briscoe
Los Angeles, US
★★★★★ 5
Achieve a higher level of success
Format: Paperback
Achieve a higher level of success in business and life by applying one of the greatest lessons ever. Anything is possible from reading this book. Karen Briscoe, author
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Reviewed in the United States on January 6, 2025

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