We Could All Use More Prospects

Having been in the financial business a few years ago Bill Good’s book, Prospecting Your Way to Sales Success was recommended reading. Unfortunately I never got past the table of contents. I would rather get a root canal than prospect.

So when his latest book, Hot Prospects landed on my desk, what caught my eye was an endorsement from Chris Gardner. I recognized the Gardner name having just rented the movie, The Pursuit of Happyness. The movie starred Will Smith as Gardner who went from rags to gazillionaire in the financial field. Gardner's trainer: Bill Good.

Hot Prospects has an accompanying website at www.hotprospectsbook.com. You will need to register at the website to take full advantage of the tools needed to develop your own prospecting strategy.

Good has embedded passwords in the book and you will need them to download letters, scripts and, templates from the website to develop your personal prospecting system. Be prepared. Hot Prospects is also a workbook. The read is light, fun and the assignments a breeze as Good leads you by the hand.

Whether you are just starting out or been in the sales game a long time, Good not only gives you all the tools necessary in Hot Prospects but also promises that if you follow his plan, you can double your revenue or work half as much.

And if you are a sales manager, buy all your sales staff a copy of Hot Prospects. And you will never hear those three dreaded words from your sales staff again; “I hate prospecting”.

BB for now