Summary of Hot Prospects

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Rating

7 Overall

8 Applicability

6 Innovation

7 Style


Recommendation

If you want to learn how to cook, watch old reruns of Julia Child on TV. If you want to learn how to handle a racecar, enroll in NASCAR champion Dale Jarrett’s driving school. And if you want to learn almost everything about sales prospecting, read Bill Good’s durable book on the topic. It’s a classic. Good is a noted authority on selling – on sales prospecting, in particular – and colleges, trade schools and sales seminars teach his techniques. If you search for his name and the word “sales” on the Internet, you will get more than 40,000 hits. A master sales trainer, Good fully details his sales lead and prospecting program in this popular book, now updated with information on how to use e-mail, the Internet and other technology to enhance your prospecting efforts. If you sell or manage salespeople, getAbstract recommends reading this book – it’s a Good thing.

In this summary, you will learn

  • What differentiates the “old” from the “good” way of selling
  • How to generate leads
  • How to qualify and develop prospects
 

About the Author

Career salesman Bill Good is founder and chairman of Bill Good Marketing.

 

Summary

The “Old Way” of Selling Versus the “Good Way”
Salespeople can chose between two prevailing sales tactics: the old way and the good way. You want the good way. Sadists designed the old way to torture masochists, basing it on the following misguided (nutty) principles: Potential buyers...

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