Silver Bullet Selling Six Critical Steps to Opening More Relationships and Closing More Sales

by Bartick, G.A.; Bartick, Paul

• ISBN13: 9780470373002
• ISBN10: 0470373008
• Edition: 1st
• Format: Hardcover
• Copyright: 2008-10-27
• Publisher: Wiley

Summary

For 10 years, the sales training firm, Outsell, has interviewed the top sales performers to discover what makes them so successful. The conclusion? The key to selling is not what you say but how you execute the sales process. The 6-Step process in this book is based on this huge body of research. Silver Bullet Selling takes the consultative selling theory and shows how to apply it to every interaction. It is a step-by-step sales training manual full of examples, downloadable call-planning worksheets, and exercises that will enable the reader to flawlessly execute any sale. Silver Bullet Selling will include checklists, examples, worksheets, practice exercises, templates and tips that readers can use on the very next sales call.

Author Biography

G.A. Bartick is President of OutSell, which trains 25,000 salespeople each year. A former executive at Nordstrom, he is also a national speaker and facilitator at conventions and meetings around the country. He has developed and implemented sales programs for Morgan Stanley, Wachovia, Charter Communications, and Oakley, among others.

Paul Bartick is a Director at OutSell who has published dozens of articles in periodicals and newsletters on implementing the Silver Bullet Selling sales process. He has created customized content for hundreds of Silver Bullet Selling programs for clients such as Bank of America, Time Warner, Transamerica, and DIRECTV.

Table of Contents

Foreword by Michael St. Lawrence

Acknowledgments

This is Silver Bullet Selling

You Don't Have to Be a Natural-Born Salesman

I'm a Salesman and This Is My Story

What's in a Name?Changing Lives Six Steps at a Time

Why You've Got to Read This Book

The Six-Step Silver Bullet Selling Process

Who Wrote This Book Anyway?

Why I Wrote This Book

How to Get the Most Out of This Book

Why a Sales Process?

The Gift of Gab Doesn't Necessarily Translate into Sales Commissions

Lowering Resistance and Raising Receptivity

In Sales, Communication Is King

Playing with Emotion

What Is This Bullet Selling Process, Anyway?

The Six Steps: An Overview

Great Sales: One Part Process, One Part Personality

A Little More Effectiveness Leads to Dramatic Results

Six-Step Bullet Selling Process

Step One Pre-Call Planning

Pre-Call Planning Overview

The Importance of a Quiet Mind

What Pre-Call Planning Really Means

Pre-Call Planning Means Research

Pre-Call Planning Definitely Means Appearance.Getting There on Time Is Pre-Call Planning

Rehearsing Is Pre-Call Planning

Pre-Call Planning in Team Selling Situations: The 10 Key Issues

Getting the Names Right Is Pre-Call Planning

Pre-Call Planning Is Ironing Your Briefcase

Pre-Call Planning Checklists

Examples: Pre-Call Planning Checklists

Pre-Call Planning Tips

Step Two Building Rapport

Building Rapport Overview

Preliminary Pleasantries and the Agenda Statement

Preliminary Pleasantries Start the Ball Rolling

Transitioning to the Business Conversation

The Agenda Statement

Begin Every Meeting with an Agenda Statement

Serving Up a Million-Dollar Loan at Mickey D's

Passion Is Contagious

Building Rapport by Playing the Credibility Card

Positive Effects of a Credibility Statement

Three Questions on Every Buyer's Mind

Putting It All Together

Using the Credibility Statement

Building Rapport Tips

Step Three Discovery

Discovery Overview

Discovery Is More than Fact Finding

Listening to Understand versus Listening to Respond

The Goals of Discovery

Discovering the Buying Gap.Listening Is the Gateway to Rapport

Discovery Generates Buying Momentum

Tools You Need to Accomplish the Goals of Discovery

Buying Criteria

Uncovering Buying Criteria

You're Only as Smart as the Questions You Ask

Asking Questions Is Not an Interrogation

It's Not about Pain

The Importance of Taking Notes.Discovery Question Flow Example

You Know What Happens When You Assume . . . .Discovering Where the Emotional Criterion Is Hiding

What If You Sell Boring Products?

The Discovery Summary: So Important, It Gets Its Own Chapter

Discovery Summary: Taking Discovery to the Next Level

Example Discovery Summary

A Few Choice Words about Sales Cycles

Discovery Tips

Step Four Tailored Solution

Tailored Solution Overview

Where We Are in the Process

The Solution Presentation: Not Your Father's Sales Presentation

Your Solution Presentation Agenda Statement

Single-Call versus Multiple-Call Close

Begin the Solution Presentation with a

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