Some call it the elevator pitch.  Some call it the personal introduction.  At Silver Bullet Selling we call it the Credibility Statement.  No matter what you call it, when it’s done well it establishes credibility …

G.A. offers some practical advice on generating more business in what can be a tough selling environment, including a few tips on making your prospecting more focused and effective.

Today Paul and G.A. continue with the discussion on Addressing Concerns, focusing on drawing out additional concerns and addressing the primary concerns. G.A. goes through his five secrets of addressing concerns, which are:

There will …

Had a great weekend with the kids at the beach. In the OC today working with CPS. They are executing the fundamentals to a T! #

Third installment talking about Addressing Concerns. This episode covers the “Restate and Cushion” to help you listen and understand the prospects concerns more effectively. Most importantly, Restate and Cushion helps your prospect know that you …

Listening, then clarifying the prospects concerns is a common trait among top sales performers. Paul and G.A. discuss clarifying questions that generate a discussion about prospect concerns so you can better overcome them.

In Miami working with C.H. Robinson a Fortune 300 company. #
Just finished speaking at the Agricultural Lending Institue. Spoke to the 1st year students. At SJ Airport on way to Denver. #

You might think there’s a long list of common concerns voiced by prospects during sales calls. After interviewing thousands of sales pros, we found that the list could be distilled down to eight.

Early Sat morning. Trying to get out ahead of the week. Fresno on Monday, Denver Tue-Wed, Miami Thur-Fri. Please no flight delays! #
In Denver. Full day of training bankers on the …

Early Sat morning. Trying to get out ahead of the week. Fresno on Monday, Denver Tue-Wed, Miami Thur-Fri. Please no flight delays! #
In Denver. Full day of training bankers on the …