“In every client file there are a dozens of referral phone calls to be made.” — G.A. Bartick
According to BNET, the popular online resource for business executives, a referral is 15 times more likely …

Silver Bullet Selling is based on over 36,000 pages of notes from interviews, interactions and observations of more than 6,000 top-performing Sales Professionals and Managers . We also have thousands of pages of notes …

Defining what success looks like is one of the most important fundamentals of running effective meetings. We need to understand before the meeting what we are trying to accomplish and then set the agenda with …

In very much the same way, if you want to be very successful in sales then you need to learn how to communicate effectively to your audience in the sales arena. Few of us have …

We’ve run more than 10,000 sales meetings and have found that the best predictor of the outcome of the meeting is the pre-call planning that happens before the meeting.
Pre-call planning is all about walking into …

The Book Sales People Have Been Waiting For.
Silver Bullet Selling (Bullet Selling) is the definitive book that enables sales people to execute the unique Silver Bullet consultative sales process on every sales call. After …

After you’ve asked your discovery questions and have uncovered a lot of information, you want to do something that will create some positive buying momentum before offering your tailored solution. And I have just …

Nobody would argue that building a little rapport with a buyer at the beginning of a meeting is a great way to get things started. However, people do have different ideas about how to best …