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Selling For Dummies [Kindle Edition]

Tom Hopkins
4.1 out of 5 stars  See all reviews (39 customer reviews)

Digital List Price: $21.99 What's this?
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Book Description

Your hands-on guide to the most up-to-date selling strategies and techniques

Are you looking to enter the world of sales, or are you already a salesperson who's looking for new tips and tactics to expand your business? No matter your level of skill, this guide will help you lay a foundation for sales success, with the latest information on how to research your prospects, break down the steps of the sales process, follow up with happy customers, and much more.

  • The wonderful world of selling — discover what selling is (and isn't) and find out how mastering selling skills can benefit all areas of your life

  • Stand out from the crowd — find out how knowing your clients sets you apart from average persuaders and helps you hear more yeses

  • Scale the steps to success — discover the seven steps of the selling cycle to score appointments, make a good impression, give winning presentations, address client concerns, close sales,and more

  • If you build it, they will come — take your career to the next level with valuable tips on how to stay in touch with clients, harness the power of the Internet to make more sales, manage your time wisely, and partner with others

Open the book and find:

  • Tips for approaching selling with passion and a positive attitude

  • The latest prospecting and qualification strategies

  • Top techniques for sales presentations

  • Helpful hints on handling client concerns

  • Guidance on getting referrals

  • The scoop on using the latest technology to your advantage

  • Information on establishing goals and planning your time efficiently

  • Advice on staying upbeat when you don't succeed

Learn to:

  • Be truly well-prepared for every selling situation you encounter or create

  • Close sales in seven steps or less

  • Take advantage of the latest technology during the selling process

  • Set and achieve sales goals to grow your business



Editorial Reviews

About the Author

Tom Hopkins, a millionaire by the time he was 27, is the epitome of sales success. Chairman of one of the most prestigious sales-training organizations in the world, he is the author of more than 15 books, including Sales Prospecting For Dummies and Sales Closing For Dummies (both from Wiley).

Product Details

  • File Size: 2031 KB
  • Print Length: 384 pages
  • Publisher: For Dummies; 3 edition (March 8, 2011)
  • Sold by: Amazon Digital Services, Inc.
  • Language: English
  • ASIN: B004S82PYE
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Lending: Enabled
  • Amazon Best Sellers Rank: #388,767 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

Most Helpful Customer Reviews
10 of 10 people found the following review helpful
3.0 out of 5 stars Basic Overview of Sales Process & Techniques June 4, 2011
Format:Paperback|Vine Customer Review of Free Product (What's this?)
First, understand that this book is really geared for the true salesperson ... the individual whose main job is selling. Thus, this is an okay book for the average entrepreneur or small business owner, but its core reader is someone who expects to be primarily a salesman.

Second, the crux of the sales overview and methodology reviewed in this book really relies on being able to meet, in person, with a prospective buyer of what you are selling (and I'm not talking a retail store "meeting" here - this is schedule an appointment, do a presentation, have a discussion ... that type of sales meeting).

And third, the sales methodology is very much geared toward selling tangible goods - a physical product, a house, a car, an appliance, etc. - and less so selling services (accounting services, auditing services, painter services, etc.).

Thus, if what you want fits within all three of those criteria (i.e., "I want to sell a physical product that requires me to schedule an appointment with my prospect, make a presentation, etc."), you'll love this book. If not, then you'll have to hunt and peck and skim through the book to find relevant, helpful information.

The first section of the book (chapters 1-12) focuses on turning prospects into sales (including cold calling, setting meetings with prospects, making sales pitches, etc.); the second section of the book (chapters 13-17) is on using your network, current purchasers, etc., to gain more business (referrals, staying in touch with former buyers, etc.
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6 of 6 people found the following review helpful
4.0 out of 5 stars VERY informative, but verbose May 11, 2011
Format:Paperback|Vine Customer Review of Free Product (What's this?)
I am not a salesperson by profession and not planning to change my current career. However, I agree with the philosophy that "everyone is selling something." Since I am interested in improving my "selling" abilities, I wanted to give this book a try.

Honestly, I haven't read the entire book. First I went to the chapter "10 sales mistakes to avoid" and read it completely. I was impressed with the content, even though, not everything was new to me. Many things are just common sense, but well written.

Then I went through the table of contents and selected only the topics that sounded interesting, for reading. I did read many sections in this manner and noticed that there is no real need to read the book in sequential order. Again, many of the things are just common sense, and it was nice to read for reinforcement.

This book will be helpful as a life guide if you are not a professional salesperson. It will also be helpful if you are a customer that need to meet a salesperson - to know what tricks they may use to close the deal :) The author seems to know his subject and the book is well written.

- I found the book to be too verbose to my taste. It wasn't boring, but more lists, charts, and graphics would have made the book more interesting to read.
- I wish the book had some real life stories to emphasize the lessons.
- The chapters for "utilizing technology" and "Internet sales" were superficial (high level) and did not contain solid strategies.
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2 of 2 people found the following review helpful
3.0 out of 5 stars Dummies for Selling September 29, 2011
Format:Paperback|Vine Customer Review of Free Product (What's this?)
This is a good product for entry an level sales person. The topics covered seemed to be geared for a general understanding with the reader encouraged to go further on his/her own. The most helpful areas in the book were focused on how to NOT sound like a salesman and touches on the psychology of sales with tips on identifying and working with various personality types. Even if you only get a chance to skim this book, take a look at those tables and try to find your own personality in there. Of course, any book that touches on the psychology of sales must cover how to stay positive when failure is a guaranteed part of your job. As such, "Selling for Dummies" hits this point in nearly every chapter.

In general, this book will put you in the right mindframe to refresh your approach to sales. As someone who has a small business, there were many tips I found useful, but since I "do it all", a "Small Business Operations for Dummies" might be better suited for me. I better check...there might already be one!
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2 of 2 people found the following review helpful
3.0 out of 5 stars For the Curious August 18, 2011
Format:Paperback|Vine Customer Review of Free Product (What's this?)
It is hard to teach someone to be a good sales person. So much of sales has to do with personality and that can't be taught. You can learn to be informative and how to respond to different situations. This book is a good overview of what to expect in the world of sales. So if you are looking to get into sales, this book will give you a good idea of what to expect and it is helpful. But reading this book won't make you a master sales person.
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2 of 2 people found the following review helpful
4.0 out of 5 stars ..Another book for Dummies! May 25, 2011
By Lauri M
Format:Paperback|Vine Customer Review of Free Product (What's this?)
Selling For Dummies, 3rd Ed. by Tom Hopkins helps you learn to:

-Be Truly well-prepared for every selling situation you encounter or create

-Close sales in seven steps or less

-Take advantage of the latest technology during the selling process

-Set and achieve sales goals to grow your business

Now...I am terrible at selling things, I just have a hard time telling people they want or need something they may have no interest in, my problem is that I feel like if someone wants it, they'll let me know.

I'm hoping to read through this book several times, maybe I'll find a cure. As you read through this book it takes you through the steps of selling. I like the idea of turning selling into a hobby, it just sounds more comfortable to me.

Each chapter in this book takes you through the different aspects of selling, and ends with keeping a good attitude when things don't work out. I have a hard time staying upbeat when I'm not able to make sales so this is one chapter that is going to get earmarked, highlighted, etc.

I like the way the book is organized, there is a bit of repeating, but to me, that's ok...this book is for 'dummies' after all and some of us need repetition!

All in all I think this is a good book for those looking to improve their sales techniques or to even feel more comfortable in a sales position, but you can't go into this book looking for a quick fix, it's something you need to take time with and study.

*I received a complimentary copy of this book from the Amazon Vine Program for review.
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Most Recent Customer Reviews
5.0 out of 5 stars Selling for Dummies
Loved the book
Published 3 months ago by Brenda J. Coffin
5.0 out of 5 stars Hone your skills and work past being shy.
Step up and hone your selling skills even if you are on the tad shy side, but your best friend has just talked you into selling Mary Kay or Arbonne. Read more
Published 4 months ago by Prairie Pines
5.0 out of 5 stars This is the perfect book for a rookie salesman.
When I first started sales I never thought about taking a systematic approach to it. I was young and I just learned from watching the battle hardened pros, but their input can only... Read more
Published 9 months ago by Jesus B Reyes
5.0 out of 5 stars Good starting point
I liked the comprehensive gazette style. I will not use everything, the list is a good overall reminder. Read more
Published 15 months ago by Frank Packard
4.0 out of 5 stars Don't Be a Sales Dummy
This book is aimed at professional salespeople. If you need help filling your calendar with appointments, making presentations to prospects, and having more success with closing... Read more
Published 20 months ago by John E Bailor
5.0 out of 5 stars A Valuable Resource for Trainers and Trainees
I have been a Tom Hopkins devotee for more than a decade, using his books and lectures to bolster my own sales skills and to train successful sales teams at multiple companies. Read more
Published on September 14, 2012 by Timothy Walker
5.0 out of 5 stars Easy to understand with good tips and stories.
As an ex door to door cable sales man, this book really hit home with me when I read it.

This book was made for people who are interested in serious selling at a more... Read more
Published on June 28, 2012 by Jesus Hector Fernandez
4.0 out of 5 stars Good overview on the selling process
If you like the Dummies book series, then you will like this book. It gives a general overview of the selling process and is geared towards the salesperson. Read more
Published on April 19, 2012 by Hoppaguy
5.0 out of 5 stars Sell!
I have been a salesman for a long time. However I never really codified what I was doing. And lots of times, I did not succeed in selling what I was trying to sell. Read more
Published on February 28, 2012 by Paul M. Provencher
5.0 out of 5 stars This book is for dummies.
Some people -- for example my four siblings, and my mother -- are natural salespersons. Others -- such as my dad and me -- lack that natural sales ability. It's genetic. Read more
Published on September 28, 2011 by 'MaryLou Cheatham
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More About the Author

Tom Hopkins is world-renowned as The Builder of Sales Champions. His selling skills and sales strategies have helped millions of sales professionals and business owners in industries from A to Z to serve more clients, make more sales and earn millions in income.

Tom got his start in real estate sales when he was just 19 years of age. After an initial period of abject failure, he started learning the communication skills that made him the #1 real estate agent in the US within 7 years.

Since 1976 he has been teaching others his simple, yet powerful strategies and tactics through live events, books, CDs and video. Millions have turned their cars into classrooms, listening to Tom's advice on the way to appointments with potential new clients.

His client list includes the likes of AFLAC, 24 Hour Fitness, Best Buy, State Farm Insurance, Kavo, Eli Lilly, REMAX and many others. He also offers live public seminars in cities throughout the US and Canada on a regular basis.

He has authored 16 books including: How to Master the Art of Selling, Selling for Dummies and his latest release, Selling in Tough Times (February 2010).

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