Comments on: Transitioning to the Business Conversation http://silverbulletselling.com/transitioning-to-the-business-conversation/ A companion to the Silver Bullet Selling Book, the Payday Podcast discusses practical applications for consultative selling and delivers tips and ideas you can apply immediately. Wed, 18 Apr 2012 03:24:21 +0000 hourly 1 http://wordpress.org/?v=3.0.5 By: admin http://silverbulletselling.com/transitioning-to-the-business-conversation/comment-page-1/#comment-16 admin Thu, 20 Nov 2008 21:22:29 +0000 http://silverbulletselling.com/transitioning-to-the-business-conversation/#comment-16 Joanne: Bringing a copy of the agenda is something I do a lot. Not every time, but most times. I was just in a meeting with an insurance broker and she was selling to a law firm. The four attornies had her typed agenda in front of them and they were taking their notes right there on her agenda. So having the typed agenda can really make a difference in setting yourself apart from the competition. Glad you are enjoying the book. Feel free to contact me any time. FYI, my phone number is on the last page of the book. Talk to you soon, G.A. Bartick President OutSell Consulting & Author Silver Bullet Selling Joanne:

Bringing a copy of the agenda is something I do a lot. Not every time, but most times. I was just in a meeting with an insurance broker and she was selling to a law firm. The four attornies had her typed agenda in front of them and they were taking their notes right there on her agenda.

So having the typed agenda can really make a difference in setting yourself apart from the competition.

Glad you are enjoying the book. Feel free to contact me any time. FYI, my phone number is on the last page of the book.

Talk to you soon,

G.A. Bartick
President
OutSell Consulting & Author Silver Bullet Selling

]]> By: Joanne LeGal http://silverbulletselling.com/transitioning-to-the-business-conversation/comment-page-1/#comment-15 Joanne LeGal Thu, 20 Nov 2008 19:03:23 +0000 http://silverbulletselling.com/transitioning-to-the-business-conversation/#comment-15 I bought your book yesterday and am very pleased so far. I've been sending prospects and clients advance meeting agenda's for over 2 years now and find them very helpful. You've opened up the potential that I didn't know existed in using them to drive the entire process and not just as a means of introduction and outlining what will happen during the meeting. I'd email the agenda, and forget about it! I'll take a clean copy with me from now on and use it as suggested. Thanks for your awesome book! Joanne LeGal Commercial Insurance Sales Cambridge, Ontario I bought your book yesterday and am very pleased so far.
I’ve been sending prospects and clients advance meeting agenda’s for over 2 years now and find them very helpful. You’ve opened up the potential that I didn’t know existed in using them to drive the entire process and not just as a means of introduction and outlining what will happen during the meeting. I’d email the agenda, and forget about it! I’ll take a clean copy with me from now on and use it as suggested. Thanks for your awesome book!

Joanne LeGal
Commercial Insurance Sales
Cambridge, Ontario

]]> By: gabartick http://silverbulletselling.com/transitioning-to-the-business-conversation/comment-page-1/#comment-14 gabartick Sun, 16 Nov 2008 15:29:57 +0000 http://silverbulletselling.com/transitioning-to-the-business-conversation/#comment-14 I appreciate your comment and this is something that I often hear. After wittnessing 1000s of sales calls, I found that top performers give a very short, I'm talking 90 seconds max, up front about who they are, a little about their product and their company. This 'Credibility Statement' up front really seems to make a difference in the way a prospect answers your questions. They have more confidence in you and your product if before you dive in and ask them all kinds of personal questions, you take just a minute to let them know you have done this before. Thanks for your comment, G.A. Bartick I appreciate your comment and this is something that I often hear. After wittnessing 1000s of sales calls, I found that top performers give a very short, I’m talking 90 seconds max, up front about who they are, a little about their product and their company. This ‘Credibility Statement’ up front really seems to make a difference in the way a prospect answers your questions. They have more confidence in you and your product if before you dive in and ask them all kinds of personal questions, you take just a minute to let them know you have done this before.

Thanks for your comment,

G.A. Bartick

]]> By: Susan Trivers http://silverbulletselling.com/transitioning-to-the-business-conversation/comment-page-1/#comment-12 Susan Trivers Tue, 11 Nov 2008 13:19:20 +0000 http://silverbulletselling.com/transitioning-to-the-business-conversation/#comment-12 I read your article about the Agenda in Jeffrey Gitomer's ezine and I like the concept of the agenda. Knowing this in your own mind will certainly help the sales meeting proceed smoothly and help you get to the end in a timely manner. My suggestion is to move topic 1--your company information --down to topic three or four. Until the prospect knows you understand his/her company and needs they will not really be interested in you. Once you show them you are intimately familiar with them, you can fold your company information into the discussion of your solution. I read your article about the Agenda in Jeffrey Gitomer’s ezine and I like the concept of the agenda. Knowing this in your own mind will certainly help the sales meeting proceed smoothly and help you get to the end in a timely manner.
My suggestion is to move topic 1–your company information –down to topic three or four. Until the prospect knows you understand his/her company and needs they will not really be interested in you. Once you show them you are intimately familiar with them, you can fold your company information into the discussion of your solution.

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