Download or read book Quota Busting Prospecting Skills written by Tom Hopkins and published by Made For Success Publishing. This book was released on 2015-04-29 with total page 82 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Got a quota? If you're in sales, the answer had better be a resounding "Yes!" Real success comes from reaching beyond what others expect from you - you'll miss 100% of the shots you don't take. More than any other profession, being in sales means you need to know what you're aiming for in order to be successful. How do you perfect your prospecting skills and make it fun and profitable?

No one knows the answer to that question better than the legendary Tom Hopkins, who earned more than one million dollars in commissions during the first three years of his sales career. Over the course of the past 25+ years, he's been teaching others to do the same.

There are four precise categories that every prospect falls into. Do you know who can use for your product or service? Do you know which ones can afford it? Ignore these key points, and you will struggle. Use them correctly, and you can write your own ticket to close limitless sales - and have fun in the process!

In sales, time is your most valuable commodity, and wasting it is a very expensive lesson. Quota-Busting Prospecting Skills: Strategies to Make Prospecting Fun & Profitable teaches you just how to make the most of your time with a smile. Discover which prospects are qualified before you even approach them, and stack the deck in your favor. In this program, you'll learn the secrets to:

• Finding the people to sell to
• Learning the nuances of Non-Referral prospecting
• Getting others to refer their friends to you
• Finding fortune and felicity with the phone

Using Tom's timeless techniques, you can keep your pipeline full and bust all your quotas. Now you can build a strong, loyal customer base that promises both fun and fortune!

Download or read book Sales Prospecting Strategies and Skills written by Stanis Benjamin and published by Lulu.com. This book was released on 2016-06-08 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt: STANIS BENJAMIN, Director of Centre for Communication and Sales Training (CCST), has had experience in different levels of the insurance business starting as an agent and has spent almost 30 years in the insurance industry working with various clients from individuals to corporations. Strategies And Skills for prospecting is a guide to fundamentals of sales prospecting. This book gives you an insight to how sales people in similar environments can end up with different sales results while offering a creative and magical solution in prospecting clients for a thriving insurance sales career. The sales prospecting philosophy shared here is everything that any sales professional can practice to rise above the crowd by doing ordinary activities with extraordinary enthusiasm. Learn the secrets of his effective skills and techniques mixed with his light sense of humour to catapult your career at a speed you have never imagined.

Download or read book New to Sales written by Tom Hopkins and published by Made For Success Publishing. This book was released on 2016-03-16 with total page 106 pages. Available in PDF, EPUB and Kindle. Book excerpt:

A typical Sales Associate job description is all about getting results - with very few hints about how to get them! As a new Sales Associate, the job of mastering the art of selling involves much more than simply answering to the description and showing up for work. There is a step-by-step recipe for sales success, and applying it takes both skill and finesse.

So the questions is, how do you start? No one knows the answer better than the legendary Tom Hopkins, who earned more than one million dollars in commissions during the first three years of his sales career. Over the course of the past 25+ years, he's been teaching others to do the same.

• Learn the 12 Sources of Sensational Selling Success.
• Discover the right questions to ask for stellar closing results.
• Use the simple hidden trick to creating the optimal selling climate.

In clear, easy-to-understand language, Tom will guide you through the process of becoming a master of sales. Get this book and launch your career as a Sales Associate today!

Download or read book The 6 Figure Sales Office written by Tom Hopkins and published by Made For Success Publishing. This book was released on 2015-06-11 with total page 73 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Now you can turn any objection into a closing opportunity. Use the winning tactics in this book, and never again fear hearing the word "No" from your prospects. You'll know for all time how to hear more of that sweet sound of "YES".

Download or read book 16 Power Closes written by Tom Hopkins and published by Made For Success Publishing. This book was released on 2015-05-28 with total page 84 pages. Available in PDF, EPUB and Kindle. Book excerpt:

ATTENTION SALES REPS: What's that beautiful sound you hear? Is it the babbling of a clear, cold brook? Is it the laughter of an innocent child? Is it the tender refrain of a meadowlark? No!

It's the sweet sound of "YES" - the sweetest sound in Sales!

Learn how to smoothly create an abundance of closing opportunities and get more Yesses than ever before. The hallmark of every master closer is knowing several ways to close deals. Now you can know just when to act, when to hold back, and exactly when to close. Learning this one simple approach means you'll be able to close more sales in less time - with happier customers every time!

But where do you start?

No one knows the answer to that question better than the legendary Tom Hopkins, who earned more than one million dollars in commissions during the first three years of his Sales career. Over the course of the past 25+ years, he's been teaching others to do the same.

16 Power Closes: How to Hear More of the Sweet Sound of "YES" will show you in crystal-clear detail the exact steps you need to take in every sale. You'll learn not just How but Why, plus how to close with integrity and pride. Discover 16 ways to take any prospect through each step methodically, and get to that sweetest of sounds, the word "YES".

In this timely book, Tom reveals all there is to know about:

• Getting over the Objection Connection
• What to do before closing for more sweet success
• 16 Power Closes for Sales champions - and those who want to be!

Now you can turn any objection into a closing opportunity. Use the winning tactics in this book, and never again fear hearing the word "No" from your prospects. You'll know for all time how to hear more of that sweet sound of "YES".

Download or read book Your Sales Presentation written by Tom Hopkins and published by Made For Success Publishing. This book was released on 2015-05-14 with total page 77 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Can 17 minutes really change your life? If you're using Tom Hopkins' Sales Presentation formula for success, you'd better believe it!

Do you know the most crucial, most overlooked step that you need to take before setting up any presentation? If you're making the same mistake that most salespeople do, learning this one technique alone could double your sales.

No one knows this secret sales solution better than the legendary Tom Hopkins, who earned more than one million dollars in commissions during the first three years of his sales career. Over the course of the past 25+ years, he's been teaching others to do the same. Using Tom's selling secrets just might turn your life around from defeat to success. Learn the formula for successful sales presentations from one of the highest paid salesmen in America.

Inside these pages you'll discover the key to unlock:

• The Secrets of Buying - This is not a spectator sport!
• How to put champion power in your presentations
• Ways to finesse that first meeting every time
• Tactics to qualify your prospects for ultimate quota-busting

The formula contained inside Your Sales Presentation: 17-Minute Formula for Success reveals Tom's personal principles that he developed and perfected through his own experiences in sales. No matter what you sell, your presentations will be more profitable and more valuable to your company using these exact steps. Best of all, you will be a boon to your customers when you use and apply the formula for success. The real question is, can you afford not to make the most out of your 17 minutes?

Your Sales Presentation: 17-Minute Formula for Success is a step-by-step sales presentation system to take you from Zero to Hero in 17 minutes! Each chapter includes precise techniques that will help you master each step in your sales presentation, no matter what you're selling.

Download or read book Sales Prospecting For Dummies written by Tom Hopkins and published by For Dummies. This book was released on 2011-01-11 with total page 312 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Million Dollar Prospecting Techniques written by The Million Dollar Round Table Center for Productivity and published by Wiley. This book was released on 1999-09-21 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Yor've heard from the rest, now learn from the best-Million Dollar Prospecting Techniques Effective prospecting skills are the foundation upon which successful sales careers are built. Now, learn the secrets of effective prospecting from some of the most successful sales professionals in the world. Based on interviews with members of the prestigious Million Dollar Round Table-the top six percent of the international life insurance sales industry-Million Dollar Prospecting Techniques features fascinating and instructive case studies and anecdotes; proven prospecting strategies, systems, and formulas; and step-by-step guidance on all key aspects of sales prospecting, including: * Attitude, authenticity, and other intangibles * Locating and qualifying prospects * Leveraging the telephone's full power * Making cold calling more effective-and more fun * Building networks and getting referrals * Marketing-including a chapter on electronic marketing techniques No matter what product or service you sell, you won't want to be without this authoritative guide to the art and science of effective prospecting techniques. Also available in the Million Dollar Round Table series: Million Dollar Selling Techniques Paper * 0-471-32549-X * $16.95 USA/$26.50 CAN Million Dollar Closing Techniques Paper * 0-471-32551-1 * $16.95 USA/$26.50 CAN

Download or read book The Art of Prospecting written by and published by . This book was released on 2018-05-31 with total page 152 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The Art of Prospecting" provides a step-by-step system for prospecting-attracting the attention of busy decision makers, generating interest, and ultimately making more sales.This book is your guide to get in the door. The book contains bullet-point strategies that are supplemented with illuminating stories and scripts. Also contained in "The Art of Prospecting" are prospecting targets, tools, and tactics along with prospecting gold nuggets, information to create a daily prospecting plan, guidance for smartphone prospecting, and inspiration for prospecting in the 21st century.Read "The Art of Prospecting" to learn the five secrets for closing more sales, developing your unique prospecting message, and achieving outstanding prospecting results.The information in "The Art of Prospecting" is practical, motivational, and doable. This is a power-packed guide for sales professionals at all experience levels.

Download or read book Predictable Prospecting How to Radically Increase Your B2B Sales Pipeline written by Marylou Tyler and published by McGraw Hill Professional. This book was released on 2016-08-19 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as a “sales bible” (Inc.) If your organization’s success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline — whether you’re a sales or marketing executive, team leader, or sales representative. Based on the acclaimed business model that made Predictable Revenue a runaway bestseller, this powerful approach to B2B prospecting will help you to: • Identify the prospects with the greatest potential • Clearly articulate your company’s competitive position • Implement account-based sales development using ideal account profiles • Refine your lead targeting strategy with an ideal prospect profile • Start a conversation with people you don’t know • Land meetings through targeted campaigns • Craft personalized e-mail and phone messaging to address each potential buyer’s awareness, needs, and challenges. • Define, manage, and optimize sales development performance metrics • Generate predictable revenue You’ll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve your revenue goals—quickly, efficiently, and predictably. The book includes easy-to-use charts and e-mail templates, and features full online access to sample materials, worksheets, and blueprints to add to your prospecting tool kit. Following this proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine, diversify marketing lead generation channels, justify marketing ROI, sell into disruptive markets—and generate more revenue than ever. That’s the power of Predictable Prospecting.

Download or read book Prospecting Skills that Work written by Warren Greshes and published by . This book was released on 20?? with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book How to Master the Art of Selling written by Tom Hopkins and published by Made For Success Publishing. This book was released on 2015-05-04 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: You're in sales. Whether you call it persuasion or sharing, it all boils down to the same thing. Your aim is to get other people to accept you, your product or your idea. Within these pages are hundreds of ideas for doing just that. Not only are the ideas here, but the words and phrases that make them work are here as well. Tom Hopkins is unique in that he won't teach you any strategy that he hasn't proven to work successfully in real-life selling situations. One single strategy alone has tripled the sales volume of many readers. That's why the book is recognized as a classic 25+ years after its first printing. This book is written in clear, easy-to-understand language. There's no hype or theory here, just proven-effective "how-to" strategies to help you increase your sales volume immediately. Need help in a specific area? Check out the detailed index. The answers to nearly every concern or objection are literally at your fingertips. Save yourself the time it took Tom to master the art of selling. It's all wrapped up in these pages for you.

Download or read book Agile Selling written by Jill Konrath and published by Penguin. This book was released on 2015-07-07 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: Being an agile seller virtually guarantees a prosperous career. When salespeople are promoted, switch jobs, or face new business conditions, they need to learn lots of new information and skills quickly. It's a daunting task, compounded by the fact that they're under intense pressure to deliver immediate results. What Jill Konrath calls agile selling is the ability to quickly learn all this new info and then leverage it for maximum impact. Having an agile mindset, one that keeps you going through challenging times, is the crucial starting point. You also need a rapid-learning plan that helps you establish situational credibility with your targeted or existing customers in just thirty days. In Agile Selling, you'll discover numerous strategies to help you become an overnight sales expert, slashing your path to proficiency. Jill Konrath's fresh sales strategies, provocative insights, and practical advice help sellers win business with today's crazy-busy prospects.

Download or read book Nonstop Sales Boom written by Colleen Francis and published by AMACOM. This book was released on 2014-08-13 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: Nonstop Sales Boom explains how to break this unhealthy cycle and achieve strong, steady results--every quarter, from every member of the team. Has the last week of each quarter in your business become a mad scramble to meet quota? Do your year-end reports show sporadic and unexplainable highs some weeks that will be near impossible to meet next year, as well as mysterious lows that ruined your goals for a 10 percent increase? For many sales organizations, anomalies such as these are strangely commonplace and unshakeable without intentional efforts to ratify them. Author and experienced sales leader for over twenty years Colleen Francis says the secret to leaving behind the roller-coaster reports and achieving sustaining, steady success is to broaden the focus from merely closing deals to actively nurturing the four critical stages of client engagement: Attraction: Fill the funnel with lucrative prospects Participation: Turn them into customers faster Growth: Invest in valued clients Leverage: Turn customers into referral generators When companies concentrate on only one or two of these areas, their results become erratic. But by becoming purposeful toward all four, simultaneously, they will systematically attract a regular flow of prospects and move them smoothly through the pipeline--taking the chaos and pressure away from the end of quarter for good!

Download or read book Fanatical Prospecting written by Jeb Blount and published by John Wiley & Sons. This book was released on 2015-09-29 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

Download or read book Fishery Co Management written by Robert S. Pomeroy and published by CABI. This book was released on 2005 with total page 283 pages. Available in PDF, EPUB and Kindle. Book excerpt: During the last decade, there has been a shift in the governance and management of fisheries to a broaderapproach that recognizes the participation of fishers, local stewardship, and shared decision-making.Through this process, fishers are empowered to become active members of the management team,balancing rights and responsibilities, and working in partnership with government. This approach iscalled co-management.This handbook describes the process of community-based co-management from its beginning, throughimplementation, to turnover to the community. It provides ideas, methods, techniques, activities, checklists,examples, questions and indicators for the planning and implementing of a process of community-basedco-management. It focuses on small-scale fisheries (freshwater, floodplain, estuarine, or marine) indeveloping countries, but is also relevant to small-scale fisheries in developed countries and to themanagement of other coastal resources (such as coral reefs, mangroves, sea grass, and wetlands). Thishandbook will be of significant interest to resource managers, practitioners, academics and students ofsmall-scale fisheries.

Download or read book How To Sell When Nobody s Buying written by Dave Lakhani and published by John Wiley & Sons. This book was released on 2009-06-15 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: The most effective sales strategies for tough economic times Today's selling environment is tough, and only getting tougher. The old tactics are no longer working, and the current economy is only making selling more difficult. You need sales tactics and strategies that work now and fast . . . even when no one wants to buy-and tactics and strategies that will work even better when they do want to buy. How to Sell When Nobody's Buying is a practical, effective guide to selling even in the toughest of times. This book is packed with new information about creating sales opportunities. Most sales strategies taught today are based on outdated information from ten, twenty, even thirty years ago and they simply don't work today. You'll find the tools and information you need to gain confidence, create powerful alliances, profitable social networks, and drive your profits to unprecedented highs. Whether you sell business-to-business or direct to the consumer, whether you sell real estate or retail, this is the sales guide for you. Features effective, simple strategies for selling in tough economic times Offers free or low-cost prospecting tools that bring in customers by the herd Includes case studies from top salespeople that reveal new ways to bring in customers From sales guru Dave Lakhani, author of Persuasion, Subliminal Persuasion, and The Power of an Hour These days, you need all the help you can get to sell effectively. If you want to increase your sales and drive your business forward-no matter what the economy or your industry does-learn How to Sell When Nobody's Buying.