"Cracking New Accounts" is a no-nonsense approach to selling. It's filled with "nut and bolts," but the philosophical aspects blend perfectly with the techniques and procedures. It covers the waterfront from prospecting and appointment - setting to establishing benefits, handling objections, and closing the sale. It is a most comprehensive approach to the process and will help any sales person build a more successful sales career.

Zig Ziglar
The Zig Ziglar Corporation

"Cracking New Accounts" is an invaluable book for everyone in sales - and who isn't in sales! I plan to keep a copy on my night table and another on my desk. It's great to read straight through, as well as for dipping into for inspiration, tips, strategies and insights. Terry Booton gives us the benefit of his own experience and in-depth knowledge of marketing and selling. But the book is more than just one person's "selling system." You could call it a distillation of the best information - the accumulated knowledge and wisdom - on the subject of selling. So, use it to deepen your knowledge and understanding of selling. Use it as a quick-referencequide to any marketing situation that you might encounter. Use it as a catalyst for yourself and your staff. It will open your eyes to what selling is all about, and, more important, it will open doors.

Scott DeGarmo
Editor in Chief & Publisher
Success Magazine

"Cracking New Accounts" is the definitive book on closing business. Terry Booton's new book is entertaining, compelling and complete. If you can find enough new ideas to pay for this book a hundred times over, you should seriously consider a career in accounting.

Wilson Harrell
Publisher
Inc. Magazine

Terry Booton speaks to the theories of selling, but only to the extent that they work in the real world. That, above all else, is why his words are so effective in motivating sales people.

My marketing students call me after they return to their sales territories just to tell me how effective Terry was in helping them to improve their selling skills. An example is the call I received from one of our salesmen from Houston, Texas. The young man called to tell me that, within two weeks after putting Terry's objection-handling techniques into practice, he was able to close three accounts that had been stonewalling him.

Those words are indicative of what Terry imparted to hundreds of sales reps during the past few years. Other comments suggested that Terry's techniques were the most important part of my four-and-a-half-day training program. Terry was with them for only a half day.

It's trite, but never-the-less true - Terry Booton is a Salesman's Salesman!

Joe Davenport
Marketing Training Consultant
IBM Corporation

"Sales is the lifeblood of any new business. Terry's book shows how CEOs and entrepreneurs can get more of this lifeblood.

Joe Mancusso, President
The CEO Club

"Cracking New Accounts" cuts right to the chase, covering all the nitty-gritty, practical details of getting new clients. It's a must read for anyone who wants to grow her or his business in these competitive times.

Basia Hellwig
Editor in Chief/Executive Female
National Association for Female Executives
NAFE

I really enjoyed reading "Cracking New Accounts". Luckily, I read it on an airline trip heading to work with one of our members, an office supply dealer. Boy, did that enhance my presentation. My first thoughts were "why didn't I think of that?" I've been training salesmen for over 25 years and your down-to-earth, logical approach to lead generation and seeing the decision-maker was right on! So simple, so logical and so easy. And, I loved the "free offer". What a way to get someone's commitment.

Jed Casey
Marketing Vice President
National Office Products Assocciation
NOPA

To say reading "Cracking New Accounts" was worth the time and effort to read would be a gross understatement. I've been in sales and marketing for my entire career and thought I knew it all. In reading your book, it did several things for me. One, it reminded me how much I had forgotten. Two, reinforced things that we take for granted and three, provided some creative solutions to getting into seeing decision makers. Lastly, it helps you to differentiate yourself from "your competitors."

Christopher Dane
Managing Director, Agency Sales Program
American Airlines

I have just spent an exciting afternoon reading Terry Booton's "Cracking New Accounts" and have reaffirmed my enthusiasm for the Salesperson! He articulates well the "dos and don'ts of each sales effort sighting clear examples of many possible scenarios. This would be a valuable refresher for even the most seasoned sales professional.

John C. Laing
Executive Vice President
Worldwide Sales
Symantec Corporation

I have spent 25 years in the sales and sales management game and have read most "how-to" sales books and can honestly say yours is the finest. This is undoubtedly the best "how-to" sales document ever produced and should be a must read/must train book for all of corporate America.

Jim Gincola
Vice President Industry Relations
Carlson Travel

"Cracking New Accounts" is by far the most organized easy to apply information in general sales training I have ever had the pleasure to use. I would suggest to every salesperson in any line of sales to buy "Cracking New Accounts", read it, and apply it in your daily sales practices. "Cracking New Accounts" is the best investment in my success I have made since college.

Stephen Fisher
Customer Support Engineer
QualiSoft

"Cracking New Accounts" gives both the newly experienced and the seasoned salesperson a firm grasp of selling skills and interactions that take place between the customer and salesperson. I highly recommend it to all sales and sales managers.

After listening to Terry Booton speak and reading his book, as Senior Vice President of Worldwide Sales, I have made "Cracking New Accounts" available to my entire sales force and recommended they read it.

Cary L. Johnson
Senior Vice President, Worldwide Sales
Progress Software Corporation

Terry has done a masterful job of using actual examples to bring his points to life and telling these "war stories" and "parables" in a humorous style that keeps your interest. Each section stands on its own so the book makes an excellent strategy encyclopedia to be referenced when trying to prepare for your next call.

Richard Brock
Chairman
Brock Control Systems, Inc.

"In his book, Cracking New Accounts, Terry Booton follows the time honored tradition of one seasoned, professional salesman encouraging another to remember the basics, have fun and be successful. Reading this book is like revisiting all the "salesguy" conversations and stories you have ever heard over a cup of coffee or a beer after a long day filled with rejection. Those sessions were the ones that picked me up, dusted me off, sent me back out to do it right and taught me how to be a successful salesperson. The language is very conversational, witty and insightful. I truly enjoyed this book and will reread it whenever I need to refresh my skills or need to remember all the reasons I like being a salesperson (and not an engineer).

Dee Freeman
Director of Sales Operations
Bell South Business Systems

"Cracking New Accounts" is a small investment that will produce big returns for salesmen of all levels. I especially recommend "Having Customers vs. Cultivation Clients" since this demonstrates how salespeople can add real value to their product or service.

Bill Korach
Vice President, Product Marketing
Dun & Bradstreet Information Services

"For any professional interested in developing new territory, Terry Booton's book, Cracking New Accounts is essential."

J.W. Wilson
President
Educational Discoveries

"My job involves helping small businesses achieve success. A great deficiency among many small companies is not knowing how to get the sales. "Cracking New Accounts" offers some excellent common sense approaches to gaining market share. This book is a superb resource for small business entrepreneurs in their quest for success."

Sam Hinton
Manager, Small Business Assistance Group
NationsBank

During 13 years in sales and marketing, I have experienced a broad range of selling skills programs. Cracking New Accounts does an excellent job of reducing all the theory to the core tactics and strategies that result in successful sales. It is straightforward and gives practical examples which tie theory to practice. I would recommend this book as valuable resource to all salespeople."

Karen Butery
Director of Training, Business and Professional Products Group
Sony Electronics, Inc.

"Cracking New Accounts is a complete "how to" sales manual. From prospecting potential customers to successfully closing a big sale, author Terry Booton gives step-by-step tips on every phase of the selling process. Terry draws upon his wealth of sales experience to place the reader right in the midst of almost every sales situation that one may encounter. The author uses a combination of solid sales principles, mock salesperson / customer conversation and summary checklist to show what it takes to be successful at selling anything. The foundation of the book is the principle of seeing a customer not as someone to sell something to, but as a client to establish a long-term relationship of satisfying his / her wants and needs. This book is indispensable to anyone beginning a sales career, and to veteran salespeople who need to be refreshed in the basics of good salesmanship."

Ron Huber
President
Time Systems, Inc.

I found Cracking New Accounts to have many practical ideas that can be used by both new and seasoned sales professionals. Perhaps the most important chapter in the book is one entitled, "Questioning for Results." I believe the skill that when enhanced brings the most remarkable results for the sales professional is the skill of questioning. Cracking New Accounts had many great ideas that should lead to enhanced results."

Pat Walls
Managing Director, Sales Training and Communications
Federal Express

"Cracking New Accounts is a must if you sell a product or a service. As a recruiter for SBS, I'm always selling. Terry Booton's book gives great ideas and techniques to enhance your closing rationale. The book highlights defining your market, qualifying, handling objections and closing techniques. Which are all part of the sales cycle. After reading this book yo will have a better understanding of your own talents and be anxious to apply the new techniques you have learned. It's very motivation and inspiring for the truly competitive salesperson!"

Karen Buckhart
Vice President Recruiting Officer, Great Atlantic Group
Smith Barney Shearson

"This book will open your eyes to selling, enabling YOU to open doors. Many businesses fail because no one knows how to sell. This book will teach you."

Scott DeGarmo
Editor-in-Chief & Publisher
Success Magazine