Prospecting Your Way to Sales Success

by Bill Good

Book Overview

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 --... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0684842033
• ISBN13: 9780684842035
• Release Date: November 1997
• Publisher: Scribner Book Company
• Length: 319 Pages
• Weight: 1.35 lbs.
• Dimensions: 1.1" x 6.4" x 9.6"

Customer Reviews

I made an extra $10,000.00 the second month after reading

I'm in heavy equipment sales. No I'm not a shill as the moronic idiot wrote in one of the previous reviews giving this top shelf sales book only one star. I am however a top salesman of equipment and I have to say that after using just one of the great ideas that this man has to offer I was able to generate an additional ten grand in income. Not a fluke. The hard won sales savvy that this man has given to this book is worth its weight in gold. Buy it. Read it. But most of all USE IT! It has been several years since my purchase but I refer to it again and again. I can think of no other book I have read in my sales career that has had the impact this one has on my income and my approach to database driven selling and marketing.

Get This Book to Keep as Reference for Prospecting Success

A number of years ago, I fortunately stumbled upon Bill's book - PROSPECTING YOUR WAY TO SALES SUCCESS. I was so incredibly impressed by the book that I phoned Bill and told him I was interested in writing an article about him & his book. (I am the Publisher of AboutBizz Magazine and www.AboutBizz.com) I arrived in Salt Lake City and spent 4 days with his staff and new as well as old users of Bill techniques and software package. What I found amazing is the system that Bill spells out in his book is literally automated in his software package that he markets primarily to the Financial services industry. People use his system and make money. That's all that counts...bottom line results. Here's what you'll find in pages of PROSPECTING YOUR WAY TO SALES SUCCESS.1) He helps you discover the mindset needed for prospecting2) He shows you how to create a system for prospecting using only 4x6 cards, various colored stickers and tracking sheets.3) He gives you a simple script to use when prospecting4) He shows you his approach to constantly "touch" you prospects with various letters, phone calls, faxes, etc....5) Most importantly, he teaches you how to teach that same system to someone else so you can leverage your time and make money (or as he calls it Muh-Nee) with the people who are interested in selling you and buying your services or goods. I have never found another book that spells out such a powerful system. The only thing wrong with the book is it is somewhat dated...why use card files when you can use ACT, Maximizer or Salesforce.com? But if you are new to business or sales and pennies are tight, then using Bill's book, you CAN make a system with simple cards and stickers and in short time, you can buy whatever computer you desire. I know Bill sells his software system to the Financial services industry and only wish he had a generic version to sell to the others of us who could use his system. I tried to customize Maximizer to do what his system does...but quickly found the real value of Bill Good's expertise. It is definitely worth your time to check out his website at www.BillGood.com ON his site you'll find audio programs from his Bill Good Radio.com programs where he interviews successful users of his programs. Tell them Wayne Clayton from AboutBizz Magazine told you about their site...they do have some restrictions of who can get into the site...maybe that'll help get you in. What's the real value of a book like this? Well, when gasoline gets to $2-$3-$4 bucks a gallon, it is the person on the phone who can get make appointments and grow relationships using technology (email, fax, letters, phone calls -- and with a real reason to contact them, not just send them worthless literature) that will succeed and make money. Go out and guy this book today. As a closing note, I have appreciated this book so much that I have personally bought and gave away 10 copies to people who I want to have success in sales...(and I NEVER buy that man

Go For The Gold -- Prospecting in the 21st Century!

I'm an executive sales coach, and I'm a big fan of intensive prospecting, especially in "hard economic times." This is the prospecting text I recommend to all my clients! In addition to great step-by-step directions for how to run a prospecting campaign, when you buy the book, you get passwords to the author's web site, which contains all of the tools, forms, sample letters and such that are found in the book.The author uses the analogy of prospecting for gold, which I think is a great one! Here's a small quotation from page 24:"Once gold was discovered in California, people came by the millions. They came to California because gold had been found there. They didn't stop at Ft. Lauderdale or detour through Rio de Janeiro or Easter Island. They were heading for gold-rush country! ... After the old prospector staked his claim, he would shovel the sand into his gold pan, and from that point on his primary interest was in getting rid of the dirt. Gold prospecting was and still is primarily the art of discarding that which is not gold. The prospector gets rid of such things as dirt, grit, gravel, mud and twigs."

One of the Great Sales books I have ever read!

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.

Great book! Buy it! He has a great series of techniques

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