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.
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 understand their concerns.
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.
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.
The Tailored Solution step is your opportunity to present to your prospect what you believe will get them from the current situation to the desired situation. And how you communicate the Tailored Solution is critical in moving you closer to the sale.
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 by summarizing what you have learn about the prospect’s situation. It moves you into the Tailored Solution.
G.A. and Paul have met in the Garden State of New Jersey to talk about what to get their mother for Mother’s Day (which is May 10, by the way), and to tape the May Day episode of the Pay Day podcast.
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. There’s a big difference.
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 of the credibility statement: 1. Your company and you, 2. Your typical buyer, 3. Success story, 4. Transition into discovery in the form of a question. Post your own credibility statements at silverbulletselling.com.