Sales Prospecting for Dummies
Author: Tom Hopkins
List Price: $16.99
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ISBN: 0764550667
Publisher: For Dummies (03 April, 1998)
Sales Rank: 71,484
Average Customer Rating: 2.25 out of 5
Customer Reviews
Rating: 1 out of 5
Truly awful!
This book is like Hopkin's other book, Selling for Dummies. It's totally AWFUL! The cheesey, numb-brained approach does not even remotely relate to what today's salespeople must accomplish or the host of regulations and competitive pressures under which they must perform. There are much better books by true experts (see my list). Three are Conceptual Selling by Miller and Heiman, Psychology of Call Reluctance by Dudley and Goodson, SPIN Selling by Neil Rachman. Your money would be better spent on one of these, or better yet, all three.
Rating: 2 out of 5
Sales Prospecting for Beginners
Mixed in with many rather boring stories are little pearls of wisdom that all beginners in sales require. I have yet to hear any sales person or trainer NOT say "Learn about your client", "Listen closely to what your client says", etc. The basics are certainly there. Unfortunately, there doesn't seem to be much more than that. Creating distinctive marketing segments, creative approaches to prospects, analysis of sales successes and failures, along with all of the techniques required to become a top salesperson - except in real estate I guess, are sadly lacking. I expected much more from this book.
Rating: 1 out of 5
Not very informative
Most of the text is war stories meant to glorify the author. He has no experience at selling outside the field of real estate. Because of that this book has little of interest to those not in that field...and not that much for those in it. If you sell real estate there are far better books out there for you on how to build your business. If you sell something other than real estate this book is of very little use. Mr. Hopkins primary talent seems to be that of promoting...primarily himself. It may well be that his blend of self promotion played well in selling real estate years ago, but he is not a student of selling and is not in touch with the real world as it now exists. There are much better books out there on prospecting. Similar Products
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Selling for Dummies
Tom Hopkins Audio Sales Collection
Tom Hopkins' Low Profile Selling
How to Master the Art of Selling
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