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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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This item: Prospecting Your Way to Sales Success: How to find New Business by Phone, Fax, Internet and Other New Media by Bill Good
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Cold Calling for Chickens by Bob Etherington
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Secrets Of Successful Telephone Selling by Robert W. Bly
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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: 698,929 in Books (See Bestsellers in Books)

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Product Description

Review
"Bill Good's approach and thinking helped propel my career as a financial advisor at Merrill Lynch and enabled me to move into sales management. Read "Hot Prospects" and Bill Good will help you do what I did."-Keith A. Vanderveen, Midwest Regional President, Wachovia Securities

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.

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	74% buy the item featured on this page: Prospecting Your Way to Sales Success: How to find New Business by Phone, Fax, Internet and Other New Media 5.0 out of 5 stars (3) �15.08
	26% buy Hot Prospects: The Proven Prospecting System to Ramp Up Your Sales Career 4.0 out of 5 stars (1) �18.99

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Customer Reviews

3 Reviews

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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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