Synopses & Reviews
Selling is really about people skills – to be successful in sales, you must be able to cooperate, have good listening skills, and be willing to put others' needs before your own. With selling skills in your arsenal, you'll be happier in a lot of areas of your life, not just in your career (although that will certainly benefit too).
But this guide is not only for traditional salespeople who want career enhancement. It's for all people, because everybody can use selling skills to change or improve their lives. This book is for you if
- You're beginning a sales career, or just looking to brush up your skills.
- You're unemployed and want a job, or you're employed and want a promotion.
- You're a teen wanting to impress adults, or an adult wanting to succeed at negotiation.
- You're a teacher searching for better ways to get through to your students, or a parent wanting to communicate more effectively with your children.
- You've got an idea that can help others, or you want to improve your personal relationships.
Selling For Dummiesis divided into sections so you can easily turn to the part that interests you most. You'll find out how to
- Define what sales is and what it isn't.
- Prepare for a sale – everything from knowing your clients to knowing your products – to set you apart from average persuaders and help you hear more yesesin your life.
- Say the right words – and avoid the wrong ones – in each stage of the selling process.
- Separate yourself from the average salesperson by staying in touch with your clients.
- Cope with rejection, a natural part of life, no matter how skilled you become.
Whether you're starting out in sales or have been at it since the beginning of time, this guide offers great information to keep you upbeat and moving forward, allowing you to treat selling with the same joy as you treat your hobbies and pastimes.
"Hopkins is renowned as the #1 sales trainer in the country." The Arizona Republic "Tom Hopkins is one of the nation's top names in sales training." Entrepreneur Praise for Selling For Dummies "Tom's terrific
the force of his message is that selling is the essence of every business and every other pursuit in life." Scott DeGarmo, Editor-in-Chief, Success "One of the most vital skills everyone can learn is selling, and no one teaches it better than Tom Hopkins." Peter Lowe, founder, Peter Lowe Success Seminars
Find out how to sell products, ideas and yourself!
Persuading other people to say "yes" is an essential skill in life whether you're selling a product, an idea, or yourself. Packed with tried-and-true tips and real-life examples, this revised edition walks you step by step through the fundamentals of successful selling, with an emphasis on the Internet. So take this valuable guide and close the deal!
Discover how to: Use the art of selling to get what you want Create winning presentations Hone your people skills Boost sales by building relationships Handle rejections
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Includes bibliographical references (p. -344) and index.
About the Author
Tom Hopkins, bestselling author of How to Master the Art of Selling, is a world-renowned sales trainer. Over 100,000 people attend his seminars every year, and 1 million more use his training videos.
Table of Contents
PART I: The Art of Selling.
Chapter 1: You Don't Need a Plaid Sport Coat.
Chapter 2: The Seven-Step Selling Cycle.
Chapter 3: Making Selling Your Hobby: It's All in the Attitude.
PART II: Doing Your Homework.
Chapter 4: What You Don't Know about Your Clients Can Kill Your Chances of Success.
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: Getting an Appointment and Putting Your Clients at Ease.
Chapter 9: Qualifying Your Way to Success.
Chapter 10: Winning Presentations.
Chapter 11: Addressing Customer 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.
PART V: You Can't Win 'Em All.
Chapter 17: Handling Failure and Rejection.
Chapter 18: Setting Goals to Stay Focused.
PART VI: The Part of Tens.
Chapter 19: The Ten Biggest Sales Mistakes.
Chapter 20: Ten Ways to Improve Your Selling.
Chapter 21: Ten Ways to Master the Art of Selling.
Chapter 22: Ten Characteristics of Professional Persuaders.
Chapter 23: Ten Advanced Closes.
Chapter 24: Ten of the Best Web Sites for Sales Professionals.
Appendix: Recommended Resources.
Book Registration Information.