- Hardcover: 256 pages
- Publisher: Scribner (18 Aug 2008)
- Language English
- ISBN-10: 1416542914
- ISBN-13: 978-1416542919
- Product Dimensions: 23.9 x 15 x 3 cm
- Average Customer Review: 4.0 out of 5 stars See all reviews (1 customer review)
- Amazon Bestsellers Rank: 1,259,724 in Books (See Top 100 in Books)
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Product Description
Product Description
From successful financial consultant Bill Good, a new business book that updates his proven prospecting system for today's sales environment and explains how to find and cultivate clients in an era when cold calls are forbidden.
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Customer Reviews
Most Helpful Customer Reviews
Format:Hardcover
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.
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
19 reviews
13 of 14 people found the following review helpful
Bill Good updates his classic work
6 Aug 2008
Format:Hardcover
The concepts in this book have changed the way I think about prospecting and have helped me dramatically improve the results from my prospecting calls every day. I have used Bill Good's concepts to build a niche business (retirement plan advice) from the ground up. I have used the Internet resources in this book to find the names of retirement plan participants to call at work, during the day. I then present and briefly qualify those who are interested. I routinely open 10-12 new client relationships each month.
10 of 11 people found the following review helpful
Save Your Money
12 Sep 2008
Format:Hardcover|Amazon Verified Purchase
If you have read Bill's earlier book, Prospecting Your Way to Sales Success , save your money! His new book is nothing but a tired rehash of his older book, tidied up to comply with the Do Not Call laws.
However, I'll give Bill credit for one great idea. If a prospect says they're not interested - believe them. Our profession has such a bed reputation due to the old-style training that you shouldn't give up until you hear "no" five times.
However, I'll give Bill credit for one great idea. If a prospect says they're not interested - believe them. Our profession has such a bed reputation due to the old-style training that you shouldn't give up until you hear "no" five times.
3 of 3 people found the following review helpful
It worked for me :)
19 Sep 2008
Format:Hardcover
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?)
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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