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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JESSICA
Waukegan, US
★★★★★ 5
Easily assembled.
Size: 3Pack of 5 Tier (Not included planks)
Easily assembled, seems sturdy and built to last. Once attached to wall seems even sturdier than expected. Anchor pieces included but I choose to find studs to anchor to.
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Reviewed in the United States on November 12, 2025
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James Collier
Belleville, US
★★★★★ 3
Good but misleading size
Size: 3Pack of 5 Tier (Not included planks)
Sturdy set for shelving. However dimensions are misleading. Not sure if they sent the incorrect size but the vertical distance between shelves was 11” and that’s without the shelving installed
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Reviewed in the United States on February 17, 2026
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Sara
Bozeman, US
★★★★★ 5
Worked for pantry
Size: 3Pack of 5 Tier (Not included planks), Size: 3Pack of 5 Tier (Not included planks)
These turned out perfect t for a pantry. Just fyi get better dry wall anchors and you’re golden! Definitely takes two people to put up tho!
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Reviewed in the United States on February 14, 2026
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Heather Kay Wingo
Alexandria, US
★★★★★ 5
Great for school
Format: Paperback
Most of my class work came from this book. Honestly non biased and informative.
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Reviewed in the United States on October 11, 2023
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debra stolpe
Battle Creek, US
★★★★★ 5
Great Book for Public Health!
Great book for class and so much material. Just in time! Thank you very much!
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Reviewed in the United States on December 13, 2022

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