Prospecting Your Way to Sales Success

For over a decade, Bill Good's guide to increasing new business by finding prospective customers who are more likely to say yes has been a direct-sales bible. Now completely revised and updated to cover e-mail, fax communication, and the Internet, 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 brokers to fund-raisers, suppliers, and bankers -- knows the frustrations and rejections inherent in "cold calling".In this book, the president of Bill Good Marketing shares his expert techniques for creating successful prospecting campaigns. Dismissing as time-wasting and demoralizing "old school" methods with their don't-believe-a-customer-who-says-no philosophy, Good helps salespeople generate a plan of attack for finding good prospects ("cherries") while quickly screening out unqualified, uninterested customers ("pits"). He walks the reader through all of the variables of effective sales prospecting, including developing phone scripts and letters, searching the Internet for leads, and knowing how and when to close the deal. Complete with tips on motivation, time-management, and recordkeeping, and a special section on troubleshooting common problems, this new edition of Prospecting Your Way to Sales Success will remain the industry bible for years to come.