Selling For Dummies, 4th Edition

  • Tom Hopkins
  • Published By:
  • ISBN-10: 1118967240
  • ISBN-13: 9781118967249
  • DDC: 658.85
  • Grade Level Range: College Freshman - College Senior
  • 384 Pages | eBook
  • Original Copyright 2015 | Published/Released June 2017
  • This publication's content originally published in print form: 2015

  • Price:  Sign in for price



Selling, when done right, is more than a job—it's an art. With the help of this guide, 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.

Table of Contents

Front Cover.
Title Page.
Copyright Page.
Contents at a Glance.
Table of Contents.
Laying a Solid Foundation for Selling.
1: Selling Makes the World Go Around.
2: The Seven-Step Selling Cycle.
3: What to Sell.
Doing Your Homework Before You Sell a Thing.
4: Understanding Your Potential Clients.
5: Selling What Your Product Does Instead of What It Is.
6: Technology as a Sales Tool.
The Anatomy of a Sale.
7: Connecting with the People Who Need What You Have.
8: Arranging to Meet and Putting Your Clients at Ease.
9: Qualifying Your Way to Success.
10: Delivering Winning Presentations.
11: Addressing Client Concerns.
12: Closing Sales.
13: Getting Referrals from Your Satisfied Clients.
Growing Your Business.
14: Following Up and Keeping in Touch.
15: Using the Internet to Make More Sales.
16: Planning Your Time Efficiently.
You Can’t Win ‘Em All: Keeping the Faith in Sales.
17: Staying Upbeat When You Don’t Succeed.
18: Setting Goals to Stay Focused.
The Part of Tens.
19: The Ten Biggest Sales Mistakes to Avoid.
20: Ten (Plus One!) Ways to Master the Art of Selling.
21: Ten Alternative Closes.
About the Author.
Author’s Acknowledgments.
Publisher’s Acknowledgments.
Wiley End User License Agreement.