Review
"Finally a selling system that doesn't depend on psyching up your ego. Bill has created a system that really works. Good is great."-Al Ries, co-author of The Origin of Brands
"When it comes to prospecting and marketing, Bill Good is the master. He prospected me until I had a one inch thick file of "Bill Good letters" and he had me sold. Bill Good taught me and mentored me to master my own unique system of prospecting. I have no doubt Hot Prospects will help you live and finish rich -- it certainly has helped me. Find what you like and apply it today!"-David Bach, # 1 New York Times bestselling author of The Automatic Millionaire and Go Green, Live Rich
"If you want your sales to pick up, you need to pick up this book. Crack it open and get ready to work! Bill Good, the master of marketing and prospecting, will walk you down the road to success."-Chris Gardner, CEO, Chris Gardner International Holdings, bestselling author of The Pursuit of Happyness
"Thanks in part to Bill Good's first book on prospecting I have been part of Wall Street's "Number 1 Team." Read Hot Prospects and learn how to work your way up the sales ladder."-Ira Walker, Senior Vice President - Investments, UBS Financial Services Inc.
"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
"What I learned from Bill Good has made me a multimillionaire."-John F. Reutemann, Jr., CLU, CFP® Tax and Financial Management Consultant
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.