Selling For Dummies CD 2nd Edition

by Tom Hopkins, Brett Barry (Read by)

Overview

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

Product Details

ISBN-13:	9780061153242
Publisher:	HarperCollins
Publication date:	10/31/2006
Series:	For Dummies Books
Edition description:	Abridged Edition
Product dimensions:	5.20(w) x 5.70(h) x 0.80(d)

About 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.

Table of Contents

Introduction.

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.

Index.

Book Registration Information.

Editorial Reviews

Tom Hopkins says that selling requires skills that are important in many realms of life. Product knowledge, selling strategies, and enthusiasm are the three basic selling requirements, and he describes how to learn the fundamentals of each. He also covers the different product categories and types of sales organizations and methods, and explains nuances in sales approaches—all in perfectly understandable language. Brett Barry's ability to grasp an author's core message is once again clear in this sterling performance. His relaxed approach is especially welcome in an audio category in which the writing and narration are too often over the top. T.W. © AudioFile 2007, Portland, Maine

OCT/NOV 07 - AudioFile