{"appState":{"pageLoadApiCallsStatus":true},"bookState":{"book":{"headers":{"timestamp":"2024-10-21T08:11:37+00:00"},"bookId":282567,"data":{"name":"Selling For Dummies","title":"Selling For Dummies","slug":"selling-for-dummies-4th-edition","breadcrumbs":[{"name":"Business, Careers, & Money","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34224"},"slug":"business-careers-money","categoryId":34224},{"name":"Business","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34225"},"slug":"business","categoryId":34225},{"name":"Sales","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34250"},"slug":"sales","categoryId":34250}],"description":"<b>Your guide to the most up-to-date selling strategies and techniques</b> <p>No matter your skill level, this new edition of <i>Selling For Dummies</i> helps you lay the 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 customers, and so much more.</p> <p>Selling, when done right, is more than a job—it's an art. With the help of <i>Selling For Dummies</i>, you'll discover how to stand head-and-shoulders above the crowd by knowing your clients, and approaching selling with passion and a positive attitude. The book covers making killer sales pitches and presentations, using the latest technologies to your advantage, establishing goals and planning your time efficiently, partnering with others, addressing clients' concerns, and closing more sales.</p> <ul> <li>Includes expert tips for harnessing the power of the Internet to increase sales</li> <li>Covers the latest selling strategies and techniques in the Digital Age</li> <li>Explains how mastering selling skills can benefit all areas of your life</li> <li>Explores the newest prospecting and qualification strategies</li> </ul> <p>If you're brand new to the sales scene or a seasoned salesperson looking to win more clients and close more sales, <i>Selling For Dummies</i> sets you up for success.</p>","bookOutOfPrint":false,"testBankPinActivationLink":"","publishedDate":"2015-03-02T12:11:19+00:00","primaryISBN":"9781118967232","secondaryISBNs":"9781118967249,9781118967256","learningType":"Advance","primaryCategory":{"categoryId":34250,"title":"Sales","slug":"sales","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34250"}},"secondaryCategory":{"categoryId":0,"title":null,"slug":null,"_links":null},"amazon":{"default":"https://www.amazon.com/gp/product/1118967232/ref=as_li_tl?ie=UTF8&tag=wiley01-20","ca":"https://www.amazon.ca/gp/product/1118967232/ref=as_li_tl?ie=UTF8&tag=wiley01-20","indigo_ca":"http://www.tkqlhce.com/click-9208661-13710633?url=https://www.chapters.indigo.ca/en-ca/books/product/1118967232-item.html&cjsku=978111945484","gb":"https://www.amazon.co.uk/gp/product/1118967232/ref=as_li_tl?ie=UTF8&tag=wiley01-20","de":"https://www.amazon.de/gp/product/1118967232/ref=as_li_tl?ie=UTF8&tag=wiley01-20"},"image":{"src":"https://www.dummies.com/covers/9781118967232.jpg","width":250,"height":350},"authors":[{"authorId":9234,"name":"Tom Hopkins","slug":"tom-hopkins","description":" <p><b>Tom Hopkins</b> is the epitome of sales success. 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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.","additionalResourceLink":"","bookCompanionPage":{"pageId":0,"name":null,"slug":null,"_links":null},"seo":{"metaDescription":"","noIndex":0,"noFollow":0}},"_links":{"self":"https://dummies-api.dummies.com/v2/books/282567"}},"bookLoadedStatus":"success","bookExtras":{},"bookExtrasLoadedStatus":"initial"},"listState":{"list":{"count":3,"total":41,"items":[{"headers":{"creationTime":"2016-03-26T20:47:06+00:00","modifiedTime":"2016-03-26T20:47:06+00:00","timestamp":"2022-09-14T18:09:08+00:00"},"data":{"breadcrumbs":[{"name":"Business, Careers, & Money","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34224"},"slug":"business-careers-money","categoryId":34224},{"name":"Business","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34225"},"slug":"business","categoryId":34225},{"name":"Sales","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34250"},"slug":"sales","categoryId":34250}],"title":"Meeting Sales Prospects for the First Time","strippedTitle":"meeting sales prospects for the first time","slug":"meeting-sales-prospects-for-the-first-time-2","canonicalUrl":"","seo":{"metaDescription":"When you meet prospective clients during the selling cycle — or anyone, for that matter — for the first time, your goal is for them to like and trust you. You c","noIndex":0,"noFollow":0},"content":"<p>When you meet prospective clients during the selling cycle — or anyone, for that matter — for the first time, your goal is for them to like and trust you. You can accomplish that goal and be on your way to making a sale by completing the following steps, in this order:</p>\n<ol class=\"level-one\">\n <li><p class=\"first-para\">Smile, deep and wide.</p>\n </li>\n <li><p class=\"first-para\">Make eye contact.</p>\n </li>\n <li><p class=\"first-para\">Offer a greeting.</p>\n </li>\n <li><p class=\"first-para\">Shake hands.</p>\n </li>\n <li><p class=\"first-para\">Offer your name and get the prospect’s name.</p>\n </li>\n</ol>\n<p><b><i>Remember:</i></b> Long-term relationships begin in the first ten seconds.</p>","description":"<p>When you meet prospective clients during the selling cycle — or anyone, for that matter — for the first time, your goal is for them to like and trust you. You can accomplish that goal and be on your way to making a sale by completing the following steps, in this order:</p>\n<ol class=\"level-one\">\n <li><p class=\"first-para\">Smile, deep and wide.</p>\n </li>\n <li><p class=\"first-para\">Make eye contact.</p>\n </li>\n <li><p class=\"first-para\">Offer a greeting.</p>\n </li>\n <li><p class=\"first-para\">Shake hands.</p>\n </li>\n <li><p class=\"first-para\">Offer your name and get the prospect’s name.</p>\n </li>\n</ol>\n<p><b><i>Remember:</i></b> Long-term relationships begin in the first ten seconds.</p>","blurb":"","authors":[{"authorId":9234,"name":"Tom Hopkins","slug":"tom-hopkins","description":" <p><b>Tom Hopkins</b> 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. 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For Dummies","testBankPinActivationLink":"","bookOutOfPrint":false,"authorsInfo":"<p><b data-author-id=\"9234\">Tom Hopkins</b> 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. </p>","authors":[{"authorId":9234,"name":"Tom Hopkins","slug":"tom-hopkins","description":" <p><b>Tom Hopkins</b> 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. 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Here are the steps to take when a person objec","noIndex":0,"noFollow":0},"content":"<p>An important step in the selling cycle is listening to and responding to your prospect’s concerns and objections. Here are the steps to take when a person objects to something about the product or service you’re selling:</p>\n<ol class=\"level-one\">\n <li><p class=\"first-para\">Hear the prospect out.</p>\n<p class=\"child-para\">Don’t be too quick to address every phrase your prospect utters. Give him time; encourage him to tell you the whole story behind his concern. If you don’t get the whole story, you won’t know what to do or say to change his mind.</p>\n </li>\n <li><p class=\"first-para\">Feed the objection back.</p>\n<p class=\"child-para\">By rephrasing what your prospect’s concerns are, you’re asking for even more information. You want to be sure that he’s aired it all so that no other concerns crop up after you’ve handled this one.</p>\n </li>\n <li><p class=\"first-para\">Question the objection.</p>\n<p class=\"child-para\">This step is where subtlety and tact come into play. Be sure to find out what feeling is behind that objection and reassure your prospect that your product or service is right for him.</p>\n </li>\n <li><p class=\"first-para\">Answer the objection.</p>\n<p class=\"child-para\">When you’re confident that you have the whole story behind your prospect’s concern, you can answer that concern with confidence.</p>\n </li>\n <li><p class=\"first-para\">Confirm the answer.</p>\n<p class=\"child-para\">You confirm your answers simply by saying, “That answers your concern, doesn’t it, Mr. Parker?” If you don’t complete this step, the prospect very likely will raise that objection again.</p>\n </li>\n <li><p class=\"first-para\">Change gears with “By the way. . . .”</p>\n<p class=\"child-para\"><i>By the way</i> are three of the most useful words to move beyond the concern. Use these words to change gears — to move on to the next topic. Take a conscious, purposeful step back into your presentation.</p>\n </li>\n</ol>","description":"<p>An important step in the selling cycle is listening to and responding to your prospect’s concerns and objections. Here are the steps to take when a person objects to something about the product or service you’re selling:</p>\n<ol class=\"level-one\">\n <li><p class=\"first-para\">Hear the prospect out.</p>\n<p class=\"child-para\">Don’t be too quick to address every phrase your prospect utters. Give him time; encourage him to tell you the whole story behind his concern. If you don’t get the whole story, you won’t know what to do or say to change his mind.</p>\n </li>\n <li><p class=\"first-para\">Feed the objection back.</p>\n<p class=\"child-para\">By rephrasing what your prospect’s concerns are, you’re asking for even more information. You want to be sure that he’s aired it all so that no other concerns crop up after you’ve handled this one.</p>\n </li>\n <li><p class=\"first-para\">Question the objection.</p>\n<p class=\"child-para\">This step is where subtlety and tact come into play. Be sure to find out what feeling is behind that objection and reassure your prospect that your product or service is right for him.</p>\n </li>\n <li><p class=\"first-para\">Answer the objection.</p>\n<p class=\"child-para\">When you’re confident that you have the whole story behind your prospect’s concern, you can answer that concern with confidence.</p>\n </li>\n <li><p class=\"first-para\">Confirm the answer.</p>\n<p class=\"child-para\">You confirm your answers simply by saying, “That answers your concern, doesn’t it, Mr. Parker?” If you don’t complete this step, the prospect very likely will raise that objection again.</p>\n </li>\n <li><p class=\"first-para\">Change gears with “By the way. . . .”</p>\n<p class=\"child-para\"><i>By the way</i> are three of the most useful words to move beyond the concern. Use these words to change gears — to move on to the next topic. Take a conscious, purposeful step back into your presentation.</p>\n </li>\n</ol>","blurb":"","authors":[{"authorId":9234,"name":"Tom Hopkins","slug":"tom-hopkins","description":" <p><b>Tom Hopkins</b> 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. 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","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9234"}}],"_links":{"self":"https://dummies-api.dummies.com/v2/books/"}},"collections":[],"articleAds":{"footerAd":"<div class=\"du-ad-region row\" id=\"article_page_adhesion_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_adhesion_ad\" data-refreshed=\"false\" \r\n data-target = \"[{"key":"cat","values":["business-careers-money","business","sales"]},{"key":"isbn","values":["9781118967232"]}]\" id=\"du-slot-632218c4197e8\"></div></div>","rightAd":"<div class=\"du-ad-region row\" id=\"article_page_right_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_right_ad\" data-refreshed=\"false\" \r\n data-target = \"[{"key":"cat","values":["business-careers-money","business","sales"]},{"key":"isbn","values":["9781118967232"]}]\" id=\"du-slot-632218c41a0cd\"></div></div>"},"articleType":{"articleType":"Articles","articleList":null,"content":null,"videoInfo":{"videoId":null,"name":null,"accountId":null,"playerId":null,"thumbnailUrl":null,"description":null,"uploadDate":null}},"sponsorship":{"sponsorshipPage":false,"backgroundImage":{"src":null,"width":0,"height":0},"brandingLine":"","brandingLink":"","brandingLogo":{"src":null,"width":0,"height":0},"sponsorAd":"","sponsorEbookTitle":"","sponsorEbookLink":"","sponsorEbookImage":{"src":null,"width":0,"height":0}},"primaryLearningPath":"Advance","lifeExpectancy":null,"lifeExpectancySetFrom":null,"dummiesForKids":"no","sponsoredContent":"no","adInfo":"","adPairKey":[]},"status":"publish","visibility":"public","articleId":188976},{"headers":{"creationTime":"2016-03-26T20:46:42+00:00","modifiedTime":"2016-03-26T20:46:42+00:00","timestamp":"2022-09-14T18:09:07+00:00"},"data":{"breadcrumbs":[{"name":"Business, Careers, & Money","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34224"},"slug":"business-careers-money","categoryId":34224},{"name":"Business","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34225"},"slug":"business","categoryId":34225},{"name":"Sales","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34250"},"slug":"sales","categoryId":34250}],"title":"Quick Pointers for Closing Any Sale","strippedTitle":"quick pointers for closing any sale","slug":"quick-pointers-for-closing-any-sale-2","canonicalUrl":"","seo":{"metaDescription":"Most sales are lost because salespeople didn’t clearly ask for the business or asked at the wrong time. 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Selling For Dummies book cover

Selling For Dummies

Author:

Overview

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

No matter your skill level, this new edition of Selling For Dummies helps you lay the 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 customers, and so much more.

Selling, when done right, is more than a job—it's an art. With the help of Selling For Dummies, you'll discover how to stand head-and-shoulders above the crowd by knowing your clients, and approaching selling with passion and a positive attitude. The book covers making killer sales pitches and presentations, using the latest technologies to your advantage, establishing goals and planning your time efficiently, partnering with others, addressing clients' concerns, and closing more sales.

Includes expert tips for harnessing the power of the Internet to increase sales
Covers the latest selling strategies and techniques in the Digital Age
Explains how mastering selling skills can benefit all areas of your life
Explores the newest prospecting and qualification strategies

If you're brand new to the sales scene or a seasoned salesperson looking to win more clients and close more sales, Selling For Dummies sets you up for success.

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

No matter your skill level, this new edition of Selling For Dummies helps you lay the 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 customers, and so much more.

Selling, when done right, is more than a job—it's an art. With the help of Selling For Dummies, you'll discover how to stand head-and-shoulders above the crowd by knowing your clients, and approaching selling with passion and a positive attitude. The book covers making killer sales pitches and presentations, using the

latest technologies to your advantage, establishing goals and planning your time efficiently, partnering with others, addressing clients' concerns, and closing more sales.

Includes expert tips for harnessing the power of the Internet to increase sales
Covers the latest selling strategies and techniques in the Digital Age
Explains how mastering selling skills can benefit all areas of your life
Explores the newest prospecting and qualification strategies

If you're brand new to the sales scene or a seasoned salesperson looking to win more clients and close more sales, Selling For Dummies sets you up for success.

Selling For Dummies Cheat Sheet

With the right selling skills in your arsenal, you’ll have more happiness and satisfaction in all areas of your life, not just in your selling career (although your selling will certainly benefit, too). To start down the road to sales success, you need to know how to make a good first impression, ensure that your prospective clients need what you have, give fantastic presentations, address client concerns, and close sales.

About The Author

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.

Articles From The Book

41 results

Sales Articles

Meeting Sales Prospects for the First Time

When you meet prospective clients during the selling cycle — or anyone, for that matter — for the first time, your goal is for them to like and trust you. You can accomplish that goal and be on your way to making a sale by completing the following steps, in this order:

Smile, deep and wide.
Make eye contact.
Offer a greeting.
Shake hands.
Offer your name and get the prospect’s name.

Remember: Long-term relationships begin in the first ten seconds.

Sales Articles

Handling Objections as You Sell

An important step in the selling cycle is listening to and responding to your prospect’s concerns and objections. Here are the steps to take when a person objects to something about the product or service you’re selling:

Hear the prospect out.

Don’t be too quick to address every phrase your prospect utters. Give him time; encourage him to tell you the whole story behind his concern. If you don’t get the whole story, you won’t know what to do or say to change his mind.
Feed the objection back.

By rephrasing what your prospect’s concerns are, you’re asking for even more information. You want to be sure that he’s aired it all so that no other concerns crop up after you’ve handled this one.
Question the objection.

This step is where subtlety and tact come into play. Be sure to find out what feeling is behind that objection and reassure your prospect that your product or service is right for him.
Answer the objection.

When you’re confident that you have the whole story behind your prospect’s concern, you can answer that concern with confidence.
Confirm the answer.

You confirm your answers simply by saying, “That answers your concern, doesn’t it, Mr. Parker?” If you don’t complete this step, the prospect very likely will raise that objection again.
Change gears with “By the way. . . .”

By the way are three of the most useful words to move beyond the concern. Use these words to change gears — to move on to the next topic. Take a conscious, purposeful step back into your presentation.

Sales Articles

Quick Pointers for Closing Any Sale

Most sales are lost because salespeople didn’t clearly ask for the business or asked at the wrong time. If your product or service has proven to be truly a good decision for your client, it’s your obligation to ask them to own it! Develop your closing instinct with the help of the following guidelines:

When you feel the client warming up to the sale by asking more questions, leaning forward, or touching the actual product, take his temperature by saying something like this: “Mr. Barnes, tell me, how are you feeling about all of this so far?”
Have at least six closing strategies in your arsenal because most clients dodge making the commitment five times.
Close with sincerity and empathy for their situation. For example: “Mr. and Mrs. White, I can appreciate your excitement about finally having a backyard pool of your own so you can swim with your family any time you like.”
Be prepared to wait silently for an answer after you ask a closing question. If you start talking before they answer, you may interrupt their train of thought and take them out of the buying mode.