Listen in on the May Day episode of the Payday Podcast as G.A. and Paul talk about generating buying momentum with the Discovery Summary. The Discovery Summary is a critical part of the selling process …

Discovery is the heart of the Silver Bullet Selling Process. Discovery lays the foundation required to build a solid Tailored Solution. During Discovery, listen to clearly understand your clients needs rather than listening to respond. …

The credibility statement of the most important aspects of a sales conversation. Use this short, quick statement it to allay the prospects fears and position yourself as an expert. Here are the four parts …

In this episode, Paul and GA discuss how to use pre-call planning to develop a relevant introductory conversation that builds trust with your buyer.

G.A. and I have been working with sales organizations for more than 10 years now.  And what we’ve noticed during the tens of thousands of sales calls we’ve run is that the best predictor of …

We hope your New Year is off to a great start.  In the previous edition of Bullet Points, we left you talking about how your job in January is to create your goals for 2009 …

Run Time: 17 Minutes
Part two goes deeper into setting your SMART goals and discusses “scoreboarding” to maintain clear focus on your progress.

Download the SMART Goals Worksheet

Ambitious goals in life or in business aren’t achieved by accident; they’re achieved on purpose because someone has taken the time and effort to figure out the activities, tasks and behaviors that have to be …

This episode outlines a step-by-step goal setting process for sales professionals. (Length: 17 minutes, 55 seconds)