How Sales Experience Can Hurt Us

Discovery, Featured Articles

Veteran Sales Professionals have the tendency to want to impress their buyer with how much they know.  They often take on the attitude of, “I’ve heard your situation a thousand times.  I know exactly what you need, so shut up Mr. Buyer so I can tell you what you need to know.”  When the Sales Professional cops this attitude, he will typically ask a few discovery questions, but then rush right into the solution, so eager to show the buyer what he knows that he does not take the time or want to expend the energy to learn about the buyer’s situation. Unfortunately, I’ve experienced this, myself, first-hand.

Transitioning to the Business Conversation

Building Rapport

After a few minutes of Preliminary Pleasantries it’s time to transition into the business conversation. Of the thousands of Sales Professionals we’ve observed, very few know how to do this effectively. The Bullet Selling process makes the transition seamless by using an Agenda Statement. This 60 seconds of magic will build momentum and let your buyer know you are prepared, professional, and have done this before.

What Rapport is Really All About

Building Rapport

Let’s take a moment to ponder what rapport is really all about.  Think of a relationship you have right now with someone you like, respect, appreciate, and trust.  It doesn’t matter if it’s a business relationship or personal relationship, as long as it is resilient and you have each other’s best interest at heart –…

How Those Six Steps Changed My Life

About The Book

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.…

The Silver Bullet Referral Process

referrals

“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…

Why We Wrote This Book

About The Book

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…