Customer Reviews

Sales Prospecting for Dummies

5 star:		(4)
4 star:		(1)
3 star:		(0)
2 star:		(3)
1 star:		(3)

 

 

Tom Hopkins does it again. His contribution to the "dummies" series is great. For all those people in a sales environment this book is a must for you. Learn how to prospect, who to prospect, and what to say. Whilst the scripts do not cater to everyone, they can be adapted to suit yourself.

Well Done.

I've read How To Master The Art of Sales in the past.
This small book is very good for new people about to start
a career in SALES! Buy it, it really gives you good ideas
of where, what, when and whom to prospect for your business.
I always go back to this book when I need my basics tuned!
I get great ideas of where to prospect from this book.

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.

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.

Tom Hopkins does it again. His contribution to the "dummies" series is great. For all those people in a sales environment this book is a must for you. Learn how to prospect, who to prospect, and what to say. Whilst the scripts do not cater to everyone, they can be adapted to suit yourself.

Well Done.

The book contains very, very elementary stuff, not that informative. I imagined since this was a Tom Hopkins book it would have some really helpful tips, but it didn't.

This is THE worst book on sales prosepcting I've ever purchased... and I have a room full of sales books.

I know Mr. Hopkins is a prolific author and I have to say I've never read any of his other books, but this one is dreadful. If Amazon had a minus star rating for: "...help me get my money back..." This would be a five out of five stars.

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.

Nothing really new. Seems to be one of those books that is written to make money vs. advance the knowledge base. If you are new to sales it maybe worth your time but that is it.

As a person entering the sales field for the first time, this book has helped me a lot. It gives practical information about meeting new people and making them realize the benefits of doing business with you. It uses a warm approach to an often misunderstood field.