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…
Book excerpts, case studies and feedback from the Silver Bullet Selling Community.
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…
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 the meeting’s outcome is the pre-call planning that happens before the meeting. So today G.A. and I will be talking…
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 and then figure out your game plan – the activities, tasks and behaviors you have to execute to make these goals a reality. With this in mind we offer you the Silver Bullet Selling Vision-to-Reality process, a proven process for making your vision a reality. If you recall from the previous Bullet Points issue, the process has six steps:
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 executed to get it done.
Effective game plans and effective execution are two of the fundamentals that set top performers apart from the rest. That’s what was missing in my early January goal-setting sessions. I knew what I wanted to accomplish, but I had no idea what activities, tasks and behaviors I had to execute to accomplish it.
As a Sales Professional the amount of success you have depends solely on your ability to create and execute an effective game plan. Most people have a lot of difficulty navigating the muddy waters between setting goals and executing on those goals. The top producers in any industry have a game plan to turn their goals into activities and then execute those activities to create results. This is why top producers blow the doors off their numbers and they do it year after year!