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Sales Prospecting: The Ultimate Guide To Referral Prospecting, Social Contact Marketing, Telephone Prospecting, And Cold Calling To Find Highly Likely Prospects You Can Close In One Call Paperback – February 3, 2014

by Claude Whitacre (Author)
4.5 4.5 out of 5 stars 178 ratings
See all formats and editions
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Unlock Your Sales Potential with the Ultimate Sales Prospecting Guide.

Say goodbye to endless hours of fruitless prospecting and hello to a prospecting system that actually works. Sales Prospecting is the book you need if you're tired of the same old ineffective prospecting techniques and want to start seeing real results. This step-by-step guide will show you how to fill your day with quality sales prospects who are eager to buy from you.

Discover the Secrets to Successful Prospecting:

  • Say goodbye to outdated prospecting methods and learn the proven approach to finding your ideal prospects.
  • Learn the one vital factor in getting referrals that nobody teaches, and watch your referral numbers triple.
  • Say goodbye to the stress and tension of cold-calling with a foolproof method to get people to ask about your business.
  • Networking doesn't have to be a waste of time. Discover how to make it profitable for you.
  • Learn the approach that will almost guarantee referrals will buy from you, and how to go from salesperson to trusted advisor.
  • Eliminate the stress of phone prospecting with proven scripts and answers to objections.
  • Field-tested methods and resources to help send your sales prospecting results soaring.

Transform Your Prospecting Results: Sales Prospecting is not just a book, it's a complete training course dedicated to one goal: getting you more appointments with highly likely buyers. Each method is proven to work and comes with scripts, resources, and tips to help you succeed.

Invest in your sales success and get Sales Prospecting now. Start finding the most qualified prospects quickly and easily.

Previous page
  1. Print length
    218 pages
  2. Language
    English
  3. Publication date
    February 3, 2014
  4. Dimensions
    5 x 0.5 x 8 inches
  5. ISBN-10
    1494952327
  6. ISBN-13
    978-1494952327
  7. See all details
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Editorial Reviews

From the Author

My Friend;
I've never met you, but I think I may know something about you. Ask yourself if some of this feels familiar....

You've been in sales for a while, but your sales are not coming as fast as you like.
You make appointments, and the prospect doesn't show, or calls with a "Last minute emergency".

You show them great value. Your brand is one of the best, but you still hear "We need to think it over" and "Call us next month" far too often to be coincidence. And even when they asked you to call them back, they don't take your call...or act like you're bothering them.

And what drives you crazy aren't the ones you miss by a mile, but the close ones. You seem to get more than your share of sales you almost made.

You know there are people in your business that are doing really well, but you aren't exactly sure what they are doing...that you are not.

Some days you go home with nothing to show for the day. And your manager...or worse yet, a loved one, tries to comfort you by saying "Selling is a numbers game" or "You'll get the next one"....when you were so close to closing the last one.

And some days....maybe more than you want to admit, you don't feel like seeing a single prospect at all.

But you didn't quit. And that's why I wrote this book for you.

Stop sifting through endless sales books for a few flakes of gold. Get Sales Prospecting today and start filling your week with prospects who are waiting to see you and  pre-condistioned to buy.

Let me help you with the tools you need to take the next leap up in your sales journey.

Get your copy today and let's take that next leap together.
 
Claude

About the Author

Growing up in the small town of Lodi, Ohio, Claude Whitacre was an introverted kid who shied away from social events. However, at the age of 21, he started his journey in sales, determined to succeed despite his introverted nature.

In the beginning, the journey was a tough one with no sales in the first three months. But, Claude refused to let his shyness get the better of him. Instead, he decided to make sales a study, immersing himself in every sales book he could find, taking notes after every sales presentation, and constantly testing and refining his techniques. He discovered a unique selling method that relied on sales knowledge, technique, and a deep understanding of what works and why, instead of relying on an outgoing personality.

For over 40 years, Claude has honed his craft, breaking company sales records, becoming a sought-after keynote speaker at industry events, and continuously testing new sales ideas. He is a sought-after sales trainer for business owners and salespeople, sharing his expertise and insights to help others dramatically increase their sales. As a seasoned sales expert, Claude has written several books on selling and is known for his proven practical approach to sales success.

Today, Claude and his wife Cheryl live in the small college town of Wooster, Ohio.

Product details

  • Publisher ‏ : ‎ CreateSpace Independent Publishing Platform (February 3, 2014)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 218 pages
  • ISBN-10 ‏ : ‎ 1494952327
  • ISBN-13 ‏ : ‎ 978-1494952327
  • Item Weight ‏ : ‎ 7.7 ounces
  • Dimensions ‏ : ‎ 5 x 0.5 x 8 inches
  • Customer Reviews:
    4.5 4.5 out of 5 stars 178 ratings

About the author

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Claude Whitacre

Claude Whitacre

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Growing up in Lodi, Ohio, Claude Whitacre was an introverted kid who shied away from social events. However, at the age of 21, he embarked on a journey in sales, determined to succeed despite his introverted nature.

Initially, the journey was a tough one with no sales in the first three months. But, Claude refused to let his shyness get the better of him. Instead, he decided to make sales a study, immersing himself in every sales book he could find, taking notes after every sales presentation, and constantly testing and refining his techniques. He discovered a unique selling method that relied on sales knowledge, technique, and a deep understanding of what works and why, instead of relying on an outgoing personality.

For over 40 years, Claude has honed his craft, breaking company sales records, becoming a sought-after keynote speaker at industry events, and continuously testing new sales ideas. He is a sought-after sales trainer for business owners and salespeople, sharing his expertise and insights to help others dramatically increase their sales. As a seasoned sales expert, Claude has written several books on selling and is known for his proven practical approach to sales success.

Today, Claude and his wife Cheryl live in the small college town of Wooster, Ohio.

Customer reviews

4.5 out of 5 stars
4.5 out of 5
178 global ratings
Prospecting that generates results
5 Stars
Prospecting that generates results
I have read numerous books on prospecting and getting referrals. I expected to read the same old recommendations that leave prospects apprehensive. Like we just met and you're asking my daughter out on a date? I don't think so. I was challenged, enlightened, educated and motivated by the way Claude prospects and asks for referrals. Keep your pipeline full, buy the book and implement the strategies. They are simple and can be put into practice immediately. I'm so glad I was introduced to Claude's writing, all of his books I read have exceeded my expectations. Thanks Claude.
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Top reviews from the United States

Elisabeth Kuhn
5.0 out of 5 stars Love this book on cold calling (and more)
Reviewed in the United States on April 23, 2014
Verified Purchase
I never thought I'd ever say I love a book about cold calling, but this one really deserves it.

The fact is, I've been looking for books on cold calling for a while, because I want to expand my client base FAST, but they all seemed to be too complicated - and intimidating. Or too involved, with too much lead time involved, or costly "lumpy mail" to be sent first, too many different scripts to use, and so on.

And then I found Claude Whitacre's book...

What seemed to be complicated and intimidating before now feels more like a "just do it" task. He shows us how to quickly sort through the people who are not interested to get to the few that are. And sell to THOSE. For the first time ever, I'm actually kind of excited about cold calling.

I started reading this book on my Kindle and kept bookmarking pages, but halfway through, I decided to switch to the cloud version and go back in order to simply create a cheat sheet for myself - copying over the key scripts I'd be using. Now I have just a few pages to print out and I'll be ready to get to work.

The book doesn't stop with cold calling either. There's excellent info on how to get referrals AND on how to network effectively, complete with a highly effective template for elevator pitches with the same elegant simplicity as his cold calling approach.

This book rocks! If you're trying to find more clients and are open to cold calling, I bet you'll love it too!
17 people found this helpful
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Amazon Customer
5.0 out of 5 stars This is a great book. I like the way it's written and ...
Reviewed in the United States on May 16, 2018
Verified Purchase
This is a great book. I like the way it's written and I like the fact that it seems to have a different perspective. I'm new to sales and still trying to determine what works for me. There are ideas in this book that I have tried and they seem to work. I'm sure it will be a book I refer to often as I try to build my business.
One person found this helpful
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Danny & Meg
5.0 out of 5 stars Outstanding Book, Great Information
Reviewed in the United States on September 7, 2018
Verified Purchase
I am a student in a business class for my high school and this was the first book assigned for this year. I enjoyed reading it very much and would highly recommend it to someone in sales, or even business in general. It provides great information for all parties involved in business transactions.
One person found this helpful
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Amazon Customer
4.0 out of 5 stars Great Book - Focuses on 'low hanging fruit' sales and how to find them fast.
Reviewed in the United States on April 15, 2018
Verified Purchase
Some of the best sales books I've ever read were recommended by this guy, so I thought it was time to check his material out - I wasn't disappointed and picked up some real gems inside it. He did a far better job of explaining how to make referrals work than many other books I've read - too many just say ask for the name after the sale, but that's usually not enough. Really excellent advice on that topic. My only point of contention is the philosophy of only going for 'low hanging fruit' - clearly Claude has found a way to make this work! My issue is that low hanging fruit is only so plentiful, a much bigger market is the 'high hanging fruit'. In sales, these people are the people who need your product, are qualified to buy it, but aren't yet aware of their need for it. My eyes about this were viciously ripped open by a book called 'Secrets of Question Based Selling' - which has a philosophy of going after the higher hanging fruit. One very important thing to point out: Claude is very local sales oriented, when he sells B2B, he's selling to small businesses. You can really divide B2B sales into two sub-categories, big and small, and they are very different animals from gatekeepers to decision makers. His approach to cold calling I found rather interesting, because even with his cold calling strategy, he's still going for the low hanging fruit, but he uses some really solid tactics for getting through and closing on appointments fast - I highlighted a ton of text in my Kindle!

The bottom line is this: If your in a sales slump and need to move fast (and are willing to move fast) - this book will really do the trick. If you need help with making referrals work, this book will do the trick. If your trying to expand your market, this isn't the book - that's a 'high hanging fruit' topic, which isn't covered in here.
2 people found this helpful
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Ron Sheetz
5.0 out of 5 stars It's not my favorite part of the profession
Reviewed in the United States on January 18, 2015
Verified Purchase
Prospecting is a 4 letter word in selling. It's not my favorite part of the profession. Thankfully Claude speaks the untarnished truth. I'd warn anyone thinking of reading this book. It tells the prospecting story like it is. It's not pretty, it's not easy, but it's necessary for every sales person to be successful. I love not only the content, but that Claude's set the book up as a reference manual. He's covered every aspect of prospecting, what anyone will encounter, and indexed it for easy reference. If you're not ready to really hear how to prospect successfully then this book isn't for you. If you want to succeed and you're willing to learn the truth, from a master, then this book is for you. I've had the chance to sit and talk with Claude on countless occasions and this book is only the tip of the iceberg of his knowledge on the subject. A must read for the serious sales person.
6 people found this helpful
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Barry
5.0 out of 5 stars Effective Insights Into Getting More Business Today
Reviewed in the United States on September 26, 2015
Verified Purchase
I got to know Claude through a popular internet marketing forum and then purchased his book. Claude's insights into selling step away from the normal rah-rah get motivated style of selling.

Claude focuses on actions you can take today to get more leads and close more sales. A smart process proven be decades of belly-to-belly selling. The techniques are effective both for in-person meetings and phone prospecting. Great read for anyone in sales, or hoping to become a salesperson.
2 people found this helpful
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Stef Baker
3.0 out of 5 stars Editor needs English 101
Reviewed in the United States on September 12, 2019
Verified Purchase
If you have a solid command of the English language, grammar and punctuation, this book will drive you absolutely insane. The editing is horrible. More than 4 errors on average per page. Content is good, especially for rookie sales people. Nothing earth shattering but good.
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Cool Stuff
5.0 out of 5 stars Good advice in a straight forward style
Reviewed in the United States on April 11, 2017
Verified Purchase
This book is primarily for salespeople, but I found it works for anybody in any situation. At the end of the day, we're all selling ourselves, and sometimes we need some pointers on how to get our ideas across. I liked the way the book is laid out and Whitacre's style. I enjoyed it and found it very useful. I especially liked how he explained that when you get a 'no' figure out what you're saying that's getting the no, and stop saying it. Some writers actually want you to believe "no" brings you closer to the sale. Whitacre is right. It just get's you another no. Good advice, in a straight forward style. I highly recommend it.
One person found this helpful
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Top reviews from other countries

Handy BM
5.0 out of 5 stars Increased my referrals
Reviewed in the United Kingdom on June 15, 2020
Verified Purchase
Found Claude online, bought the book.
The learnt a lot , learn to earn. Now I have qualified referrals which make it an easy sell. Thank you
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Alex M.
5.0 out of 5 stars Easy read, well written, and very informative!
Reviewed in Canada on September 4, 2014
Verified Purchase
Really enjoyed this book! A LOT of very detailed information. A LOT of exact wording to use in building sales programs. I'm now going back through the entire book and making notes.
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Amazon Customer
5.0 out of 5 stars Blueprint for sales prospecting
Reviewed in Germany on January 15, 2016
Verified Purchase
The author has learned everything in the trenches, he started as a door to door vacuum cleaner sales rep, later he got his own sales team. He has been doing cold calling for several years, but step by step he discovered there are much easier ways to sell. He talks about referrals, which ones will bring you new customers and how to ask for them. His favorite method is following the competition, because where the other sales reps sold something, he has also good chance. Another method is upselling, for example if somebody buys carpet, he will also need vacuum cleaner.
Unlike most books about sales, there is no theory, this is practical step by step blueprint, what to say, what to do and how to do it.
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Nigel Heaton
5.0 out of 5 stars A recommended buy! +++
Reviewed in the United Kingdom on October 14, 2016
Verified Purchase
Claud has a lifetime of experience for us to draw on and comes from a tough sales discipline.
I found the book highly informative and had so many practical tips that had an immediate effect on my sales presentations and resultant sales.
A recommended buy! +++
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Len G
4.0 out of 5 stars Four Stars
Reviewed in Canada on May 28, 2016
Verified Purchase
good info
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