PROSPECTING YOUR WAY TO SALES SUCCESS
Author: Bill Good
List Price: $27.50
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ISBN: 0684842033
Publisher: Scribner (03 November, 1997)
Sales Rank: 52,534
Average Customer Rating: 3.85 out of 5
Customer Reviews
Rating: 5 out of 5
Practical Ideas Abound
This has more practical useful ideas per page than any sales book I have ever read. I recommend it to clients and people I meet all the time. I have probably given away 10 copies! A better book for sales people than for sales manager, it gives you everything you need except ability, a work ethic, and a good list broker, to make you successful in selling. If you are sick of trendy stuff like Who Moved The Cheese, and you just want something that will help you be effective in sales and make more money, Bill Good and Tom Hopkins are the best resources out there other than your own hard work. Hope he does another book soon!
Rating: 5 out of 5
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 prospecting
2) 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 prospecting
4) 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 many of the same book!) Hopefully someday, Bill will get the chance to update his book and incorporate more examples of technology used to help implement his wonderful system.
Rating: 5 out of 5
Wow...a classic in prospecting!
Coming to the States, after been in sales management in Europe for over 15 years, this is definitely the prospecting bible of financial services in the US. The book can be very useful in other sectors, but has its optimum momentum in financial areas.
Not only does it appeal to a straight forward, from the gut approach to non-nonsensical prospecting, it also empowered me with a comprehensive marketing structure, to build upon an iron-stable structure.
Bill teaches how to 'get through' the consumer shield that the marketeers themselves created. His 'below the radar' approach to contact a prospect, and 'drip' in a gentle, escalating way, makes all the sense. I am looking forward to lay my hand on anything that comes from this mastermind of marketing for financial professionals. This book will be a must for every rookie that I will train. Similar Products
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