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Prospecting Your Way to Sales Success Hardcover – November 3, 1997
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Carter Knapp Vice President, Member Services and Former National Director of Training, Realty World This book shows an approach that salespeople who hate pressure and force and rejection can use to get more appointments in less time and with less emotional stress on themselves. This is the civilized way to prospect. -- Review
About the Author
Bill Good is the president of Bill Good Marketing, Inc., a sixty-five-person firm based in South Jordan, Utah, that specializes in helping salespeople worldwide increase their sales or work less. He is also the creator of the Bill Good Marketing System, a computer-based client marketing, prospecting, and office management system designed to coordinate today's modern sales team. He was a Phi Beta Kappa graduate of the University of North Carolina at Chapel Hill and did graduate work in economics at the University of Virginia.
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Top Customer Reviews
I hate books that are all vague abstract fluff & books with few, small pages and big print that give very limited information.
Bill goes right to work here and concisely explains, in detail exactly how to do the job.
He doesn't glaze over or miss anything and it's all rock solid concrete information specifically on getting qualified prospects.
He addresses both B2C and B2B sales prospecting.
He gives plenty of script and letter examples and teaches the reader how to 'rewrite' them.
This has got to be one of the best sales prospecting primers out there.
The book is old so his plans for managing campaigns, lists, etc. is antiquated.
We use a good CRM.
Bill Good says, "Prospecting and selling are two entirely different subjects. Prospecting gets rid of; selling keeps. Prospecting takes an easy no. On the other hand, once a salesperson is convinced someone is a good prospect and should own the product or service, selling does not take an easy no." Good has a better system: that buyers tell the truth and if they're not interested simply say "Thankyouverymuch" and call the next person. Bill Good writes with humor and warmth. He has been in the trenches with us and his savvy, wisdom, experience all come through.
While an update of the book to include CRM instead of index cards might be useful, this is a solid helpful book on prospecting. Very few books exist on prospecting which is what I consider the most important part of selling. This book sits on my short shelf of must have sales books, along with "Selling Against the Goal," "Value Forward Selling," and "Selling to Big Companies." There are many books on cold calling such as "Red Hot Cold Calling" and "Cold Calling for Dummies", even books on "Never Cold Call Again. Bill Good's book "Prospecting" is the best--the best by far!