Hot Prospects: The Proven Prospecting System to Ramp Up Your Sales Career

by Bill Good

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.

Genres: Business

256 pages, Kindle Edition

First published November 3, 1997

Reviews

[Kristin Evans · Rating 4 out of 5]

Great prospecting book

Great book with systems for prospecting. Its helping me tremendously with how to segment and move my prospects through the funnel. 4 stars because you cant download the documents he refers to in the book anymore because the book is old. I emailed his company and got some of thr referenced lettwra though.

[E · Rating 4 out of 5]

A step-by-step, proven approach to better sales prospecting

If you want to learn how to cook, watch old reruns of Julia Child on TV. If you want to learn how to handle a racecar, enroll in NASCAR champion Dale Jarrett’s driving school. And if you want to learn almost everything about sales prospecting, read Bill Good’s durable book on the topic. It’s a classic. Good is a noted authority on selling – on sales prospecting, in particular – and colleges, trade schools and sales seminars teach his techniques. If you search for his name and the word “sales” on the Internet, you will get more than 40,000 hits. A master sales trainer, Good fully details his sales lead and prospecting program in this popular book, now updated with information on how to use e-mail, the Internet and other technology to enhance your prospecting efforts. If you sell or manage salespeople, getAbstract recommends reading this book – it’s a Good thing.

[Shawn · Rating 5 out of 5]

This was my second time reading this and it helped even more than the last time. If your in sales this will help regardless if you cold call or not. The system that Bill Good helps you create has helped me reach levels I hadnt expected. Enough that it garnered the attention of my entire company asking how I was achieving the success I was and why everyone else wasn't. Simply put this book will give you at least one or two huge takeaways that will place you a step above everyone else!

[Montgojt · Rating 4 out of 5]

no one out there has a system and process that can top Bill's.