Selling for Dummies

( 2 )

Overview

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

Are you looking to enter the world of sales, or are you already a salesperson who's looking for new tips and tactics to expand your business? No matter your level of skill, this guide will help you lay a 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 happy customers,...

See more details below
Paperback (Third Edition)
$14.31
BN.com price
(Save 34%)$21.99 List Price

Pick Up In Store

Reserve and pick up in 60 minutes at your local store

Other sellers (Paperback)
  • All (14) from $11.33   
  • New (11) from $11.33   
  • Used (3) from $12.07   

Overview

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

Are you looking to enter the world of sales, or are you already a salesperson who's looking for new tips and tactics to expand your business? No matter your level of skill, this guide will help you lay a 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 happy customers, and much more.

  • The wonderful world of selling — discover what selling is (and isn't) and find out how mastering selling skills can benefit all areas of your life
  • Stand out from the crowd — find out how knowing your clients sets you apart from average persuaders and helps you hear more yeses
  • Scale the steps to success — discover the seven steps of the selling cycle to score appointments, make a good impression, give winning presentations, address client concerns, close sales,and more
  • If you build it, they will come — take your career to the next level with valuable tips on how to stay in touch with clients, harness the power of the Internet to make more sales, manage your time wisely, and partner with others

Open the book and find:

  • Tips for approaching selling with passion and a positive attitude
  • The latest prospecting and qualification strategies
  • Top techniques for sales presentations
  • Helpful hints on handling client concerns
  • Guidance on getting referrals
  • The scoop on using the latest technology to your advantage
  • Information on establishing goals and planning your time efficiently
  • Advice on staying upbeat when you don't succeed

Learn to:

  • Be truly well-prepared for every selling situation you encounter or create
  • Close sales in seven steps or less
  • Take advantage of the latest technology during the selling process
  • Set and achieve sales goals to grow your business

Using basic, common-sense ideas as well as proven, expert sales techniques, Hopkins demonstrates how anyone can become a sales champion. His five simple rules and "how-to" examples teach readers the keys to sales success. Hopkins offers tips on power closes that will ultimately close the sale without being overbearing or pushy.

Read More Show Less

Product Details

  • ISBN-13: 9780470930663
  • Publisher: Wiley
  • Publication date: 4/5/2011
  • Series: For Dummies Series
  • Edition description: Third Edition
  • Edition number: 3
  • Pages: 384
  • Sales rank: 301,082
  • Product dimensions: 7.30 (w) x 9.20 (h) x 0.90 (d)

Meet the Author

Tom Hopkins was a millionaire by the time he was twenty-seven. He began his career as a real estate agent (failing miserably and earning $42 a month). After investing his last few dollars in a sales training seminar, Tom quickly rose to the nation's number one sales position—setting records that still stand today. Believing sales people are made, not born, Tom has dedicated his professional life to training and inspiring people to achieve their highest potential.

Read More Show Less

Table of Contents

Introduction.

Part I: Laying a Solid Foundation for Selling.

Chapter 1: Selling Is All Around You.

Chapter 2: The Seven-Step Selling Cycle.

Chapter 3: Love What You Do: Turning Selling into Your Hobby.

Part II: Doing Your Homework Before You Sell a Thing.

Chapter 4: Understanding Your Potential Clients.

Chapter 5: Knowing Your Product.

Chapter 6: Taking Advantage of Technology.

Part III: The Anatomy of a Sale.

Chapter 7: Finding the People Who Need What You Have.

Chapter 8: Arranging Meetings and Putting Your Clients at Ease.

Chapter 9: Qualifying Your Way to Success.

Chapter 10: Making Winning Presentations.

Chapter 11: Addressing Client Concerns.

Chapter 12: Closing the Sale.

Chapter 13: Getting Referrals from Your Present Clients.

Part IV: Growing Your Business.

Chapter 14: Following Up and Keeping in Touch.

Chapter 15: Using the Internet to Make More Sales.

Chapter 16: Planning Your Time Efficiently.

Chapter 17: Partnering with Others.

Part V: You Can't Win 'Em All: Keeping the Faith in Sales.

Chapter 18: Staying Upbeat When You Don't Succeed.

Chapter 19: Setting Goals to Stay Focused.

Part VI: The Part of Tens.

Chapter 20: The Ten Biggest Sales Mistakes to Avoid.

Chapter 21: Ten Strategies for Improving Your Selling.

Chapter 22: Ten Ways to Master the Art of Selling.

Chapter 23: Ten Advanced Closes.

Index.

Read More Show Less

Customer Reviews

Average Rating 4.5
( 2 )
Rating Distribution

5 Star

(1)

4 Star

(1)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously
Sort by: Showing all of 2 Customer Reviews
  • Posted May 2, 2009

    Learn How to Deal With People

    This book was very informative. Even though at first I didn't think this book would be for me because I'm not in sales, I acquired a lot of information on how to conduct myself when facing certain situations I come across in life.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted January 22, 2002

    Yep, That Covers It!

    If you're not sure if a sales career is your piece of cake, read this book! If you read, understand, and apply what's written in this book, you'll be way ahead of the game. There, of course, is no substitute for experience, but this is a very detailed outline of the actions taken by the top salespeople around!

    Was this review helpful? Yes  No   Report this review
Sort by: Showing all of 2 Customer Reviews

If you find inappropriate content, please report it to Barnes & Noble
Why is this product inappropriate?
Comments (optional)