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Prospecting Your Way to Sales Success: How to find New Business by Phone, Fax, Internet and Other New Media
 
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Prospecting Your Way to Sales Success: How to find New Business by Phone, Fax, Internet and Other New Media (Hardcover)

by Bill Good (Author)
5.0 out of 5 stars  See all reviews (3 customer reviews)
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Customers buy this book with Hot Prospects: The Proven Prospecting System to Ramp Up Your Sales Career by Bill Good

Prospecting Your Way to Sales Success: How to find New Business by Phone, Fax, Internet and Other New Media + Hot Prospects: The Proven Prospecting System to Ramp Up Your Sales Career
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Product details

  • Hardcover: 319 pages
  • Publisher: Scribner; Completely Rev. and Updated edition (24 Nov 1997)
  • Language English
  • ISBN-10: 0684842033
  • ISBN-13: 978-0684842035
  • Product Dimensions: 23.4 x 15.5 x 3 cm
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (3 customer reviews)
  • Amazon.co.uk Sales Rank: 754,993 in Books (See Bestsellers in Books)
  • See Complete Table of Contents

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Product Description

Synopsis

A revised guide to increasing business by finding prospective new customers includes discussions on how to develop effective phone scripts and letters, search the Internet for leads, and utilize tips on motivation, time management, and closing deals.


From the Author

New Edition Due in October 1997
The original edition of my book was published in 1986 and sold well with virtually no promotion. In the new edition, I am doing something with the Internet I have not seen done with any other book. Many of the scripts and other materials referred to in the book can be downloaded from the homepage. But in order to download the material, you really have to read the book because the various passwords are embedded in the text. I can't wait to see if I will be able to persuade the book readers to stop by. With any book, the author rarely knows who bought it, what they think. I can't wait to find out. --This text refers to an out of print or unavailable edition of this title.

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Prospecting Your Way to Sales Success: How to find New Business by Phone, Fax, Internet and Other New Media
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Customer Reviews

3 Reviews
5 star:
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Average Customer Review
5.0 out of 5 stars (3 customer reviews)
 
 
 
 
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Most Helpful Customer Reviews

 
2 of 2 people found the following review helpful:
5.0 out of 5 stars Great book! Buy it! He has a great series of techniques, 16 Oct 1997
By A Customer
I have bought all that I could of Bill Good's previous materials. This book is an update on his previous book on sales prospecting. I also bought a tape set which was excellent. And I even paid his secretary to copy off some of his articles from his syndicated magazine column. His concept of a "transactional database" was eye-opening for me. He calls it "the change principle" and it deals with building your lists with people who are going through a change. For example, people who have just bought a pickup (a change) would be logical candidates for truck accessories. These types of people are higher probability buyers. In this Bill Good's book I averaged about 10 underlines per page. This is not a GENERAL how to, but a very specific one with lots and lots of examples and techniques. It's also fun and humorous to read. He also offers more material that can supplement the book via his web site. But you must buy the book to get the password to this material. This alone was a great idea that I hope to use myself. See, this guy is just full of great marketing ideas. I highly recommend this book, even if you have his previous version. John Dunbar
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1 of 1 people found the following review helpful:
5.0 out of 5 stars Must have addition to any sales library -- not a rehash, 11 Dec 1997
By A Customer
Although this book is tilted more toward the financial services industry, I got tons of tips and good information. The idea about "thankyouverymuch" changed my whole way of thinking about cold calls -- and instantly raised the number of calls I was able to make. I actually look forward to making these followup calls after having gone through Bill's book. Thankfully this book doesn't go over any of the tired old tips that others may discuss such as how to be pushy on the phone or how to get past gatekeepers. Bill's whole philosophy is that if someone doesn't want to talk to you then you should hit the flash button and be on to the next prospect as soon as possible.
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5.0 out of 5 stars One of the Great Sales books I have ever read!, 1 Jun 1999
By A Customer
This book has change my life and most importantly my daily productivity. I've been in sales for 11 years and this system makes the most sense of any I've used. BUY IT AND USE IT.
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