Publication Date:August 12, 2008 Availability:Usually ships in 1-2 business days Shipping:International shipping available Condition:Brand New. Delivery is usually 5 - 8 working days from order, International is by Royal Mail Airmail
Product Description Whatever good or service you're selling, five likely customers are worth a hundred random names. No one can help you find new business by finding those five -- or five hundred, or fifty thousand -- best-qualified customers better than Bill Good.
For over a decade, Bill Good's guide to increasing new business by finding the right prospective customers has been an invaluable resource to people in every imaginable profession involving selling. Now completely revised and updated to include lessons on how email, fax machines, and the Internet can be incorporated into an effective prospecting and selling campaign, it is the most valuable tool a salesperson can own.
Anyone who does any prospecting or selling by phone -- from securities, insurance, and real estate to fund-raising -- knows the frustrations and rejections inherent in "cold calling." Many people come to fear it. But why should this be so? Certainly there are people out there who need and want the product you're selling. If only you could more efficiently generate a list of just those people, weed out the hopeless cases, and launch a simple and highly effective campaign to win them to your side. Prospecting Your Way to Sales Success shows you how to do just that. Bill Good draws on all he's learned from a long, successful career teaching companies and individual entrepreneurs how to create successful prospecting campaigns. He jettisons the stale, old-school, don't-believe-a-customer-who-says-no philosophy for a plan of attack that finds good prospects while quickly screening out unqualified, uninterested customers. From the first contact to the final close, Bill Good will help you design a complete, customized prospecting campaign.
In this new revised edition, bursting with fresh ideas for incorporating new media and new technologies into his proven campaign strategies, Bill Good has updated a classic and given salespeople everywhere a book they can't afford to live without.
EXCELLENT!! THE BEST BOOK ON PROSPECTING!!November 19, 2008 Extremely practical, easy to follow, the absolute best resources are provided on his website for us to use to apply the principles.. I'm so glad I bought this book..
Cold calling is NOT a waste of your timeNovember 14, 2008 1 out of 1 found this review helpful
Bill's book has helped me realize a few things that I had forgotten when you are cold calling prospects. One of these is that when someone says they aren't intertested, don't push them too hard, otherwise you ruin your chances to "hunt" them another day. Also, don't try to call prospects and be the salesperson too. This IS a waste of your valuable time because you cannot gain any momentum. Bill uses real world examples of what doesn't work any why AND the correct approach to gain more sales.
Really useful bookOctober 21, 2008 Bill Good lays it out in detail. The writing is entertaining and useful. I have his earlier book and this is really a necessary adjunct to bring it up to date. It is not a rehash at all, though there are similar ideas. There is a myriad of additional information on his website with passwords strewn throughout the book. It is more than just a read -- there are step by step instructions to implement a prospecting system for your business. I whole-heartedly recommend this book.
Hot ProspectsSeptember 21, 2008 Hot Propects, is a must for new recruits, easy to understand basics for a good foundation, I read HOT PROSPECTS in two days, in over 32 years of sales and now as sales director, it's amazing how much of the basic's we forget, we are constantly in training, HOT PROSPECTS is also a must for the seasoned agent. Who you are shouts out at me, Bill Good I hear you ! THANK YOU ! ERIC GARCIA Director of Sales www.playadelparaiso.com
It worked for me :)September 19, 2008 2 out of 2 found this review helpful
I started as a financial advisor with a major full service investment firm in May of 1983 and "grew up" with Bill Good's cherries and pits training and tapes (before "downloads!"). I began his Gorilla Marketing system in September 1987 (a few weeks before the crash) I guess I was doing around $250,000 gross at the time. He said I could double my production or work half as much. Well.... I'm glad to report that he helped me do more than both :) I've been doing over a Million for the last 10 years, averaging around 1.5 million a year. AND never working on Thursday or Friday afternoons or nights or weekends. And I guess barely during the day!
As good as all that looks on paper, the reality is my clients have gotten older. For the last 10 years I've been at a bit of a plateau at this 1.5 level. I was feeling like I've been going in circles without a compass lately and then I saw his new book. I figured it's basically the same book that he wrote 20 years ago. And in a way it is I guess, but he has TOTALLY inspired me with this new book! It's all been completely rewritten reflecting our world in 2008. The number one reason his training helped me in the 80's and is helping again now is his way to take the emotion out of our prospecting and therefore make it possible to do the activities that are necessary to "happen upon" interested people. For me, it really makes the process almost fun (!) ... (have I lost my mind?)
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