Selling For Dummies

Tom Hopkins

$41.95

Paperback

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English

For Dummies
20 February 2015

Sales & marketing

Your guide to the most up-to-date selling strategies and techniques

No matter your skill level, this new edition of Selling For Dummies helps you lay the foundation for sales success with the latest information on how to research your prospects, break down the steps of the sales process, follow up with customers, and so much more.

Selling, when done right, is more than a job—it's an art. With the help of Selling For Dummies, you'll discover how to stand head-and-shoulders above the crowd by knowing your clients, and approaching selling with passion and a positive attitude. The book covers making killer sales pitches and presentations, using the latest technologies to your advantage, establishing goals and planning your time efficiently, partnering with others, addressing clients' concerns, and closing more sales.

Includes expert tips for harnessing the power of the Internet to increase sales Covers the latest selling strategies and techniques in the Digital Age Explains how mastering selling skills can benefit all areas of your life Explores the newest prospecting and qualification strategies

If you're brand new to the sales scene or a seasoned salesperson looking to win more clients and close more sales, Selling For Dummies sets you up for success.

By: Tom Hopkins
Imprint: For Dummies
Country of Publication: United States
Edition: 4th edition
Dimensions: Height: 234mm, Width: 188mm, Spine: 20mm
Weight: 522g
ISBN: 9781118967232
ISBN 10: 1118967232
Pages: 384
Publication Date: 20 February 2015
Audience: Professional and scholarly , Undergraduate
Format: Paperback
Publisher's Status: Active

Introduction 1 Part I: Laying a Solid Foundation for Selling 7 Chapter 1: Selling Makes the World Go Around 9 Chapter 2: The Seven-Step Selling Cycle 19 Chapter 3: What to Sell 29 Part II: Doing Your Homework Before You Sell a Thing 47 Chapter 4: Understanding Your Potential Clients 49 Chapter 5: Selling What Your Product Does Instead of What It Is 85 Chapter 6: Technology as a Sales Tool 95 Part III: The Anatomy of a Sale 105 Chapter 7: Connecting with the People Who Need What You Have 107 Chapter 8: Arranging to Meet and Putting Your Clients at Ease 129 Chapter 9: Qualifying Your Way to Success 159 Chapter 10: Delivering Winning Presentations 175 Chapter 11: Addressing Client Concerns 195 Chapter 12: Closing Sales 209 Chapter 13: Getting Referrals from Your Satisfied Clients 233 Part IV: Growing Your Business 247 Chapter 14: Following Up and Keeping in Touch 249 Chapter 15: Using the Internet to Make Sales 267 Chapter 16: Planning Your Time Efficiently 277 Part V: You Can’t Win ‘Em All: Keeping the Faith in Sales 295 Chapter 17: Staying Upbeat When You Don’t Succeed 297 Chapter 18: Setting Goals to Stay Focused 311 Part VI: The Part of Tens 323 Chapter 19: The Ten Biggest Sales Mistakes to Avoid 325 Chapter 20: Ten (Plus One!) Ways to Master the Art of Selling 331 Chapter 21: Ten Alternative Closes 341 Index 347

Tom Hopkins is the epitome of sales success. A millionaire by the time he reached the age of 27, he is now chairman of Tom Hopkins International Inc., one of the most prestigious sales-training organizations in the world.

PERHAPS A GIFT VOUCHER FOR MUM?: MOTHER'S DAY

Selling For Dummies

Tom Hopkins

$41.95

Paperback

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