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For some of us, pre-call planning means research. We may have to research articles, review websites, or simply get on the phone and start doing detective networking. Different Sales Professionals do it in different ways, including: Reading various company communications like annual reports, 10-K reports, letters to shareholders, and press releases Searching the internet for…
BEEEEP BEEEEEP BEEEEP BEEEEP. I open one eye. The green numbers of my clock radio shout 3:00 a.m. “This sucks!” I think as I struggle to free one arm from the warmth of the covers and slap the snooze button. “Seven more minutes of blissful sleep, and then I’ll get up.” BEEEEP, BEEEEP, BEEEEEP, BEEEEEEP.…
“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 to do business with you than a cold prospect. With odds like that it’s no wonder top-performing Sales Professionals commit…
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 the right thing. It’s called the Discovery Summary. The Discovery Summary is all that; it really is. Our research shows that…
We believe this is the book sales people have been waiting for . . . Silver Bullet Selling is the definitive book that enables sales people to execute the unique Silver Bullet consultative sales process on every sales call. After 11 years of teaching the Silver Bullet process to more than 250,000 sales people around…
We believe that companies can generate exactly what they ask for, but only if they learn to ask for it in a clear and compelling way – and then advertise it repeatedly. We are not talking about posting vision statements on the wall, although this is certainly not a bad idea. It is much broader…
By Paul Bartick, Outsell Consulting An internet service provider whose retention queue takes more than a million calls every month wanted help increasing their retention rate. Within 18 months their rate soared from 46% to 61% adding millions of dollars to the bottom line. An airline carrier whose call centers take more than 5 million…
What do gasoline and enthusiasm have in common? They both give us the power to drive us forward. In an engine, gasoline is ignited, unleashing the power to drive our vehicles. In much the same way enthusiasm — properly ignited –drives us forward in our business, in our relationships and in our lives. Enthusiasm is…
These are trying times, but it’s no excuse for lack of performance. Sales pros in every field can take advantage of this down market and actually increase their sales. In markets like this, the order takers are weeded out and the sales pros with a more systematic, pro-active and disciplined approach are rewarded. Here are…
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 from interviews and observations of what some really poor Sales Professionals do too. That’s a lot of research. Think of 11…