Selling For Dummies (eBook)

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.

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