Summary of Hot Prospects

The Proven Prospecting System to Ramp Up Your Sales Career

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Hot Prospects book summary
When prospects say “no,” they mean “no.” Don’t waste time trying to get a “yes” – move on to better prospects.


7 Overall

8 Applicability

6 Innovation

7 Style


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


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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About the Author

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

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