{"product_id":"silver-bullet-selling-six-critical-steps-to-opening-more-relationships-and-closing-more-sales-hardback-9780470373002","title":"Silver Bullet Selling; Six Critical Steps to Opening More Relationships and Closing More Sales (Hardback) 9780470373002","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eSilver Bullet Selling\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eSix Critical Steps to Opening More Relationships and Closing More Sales\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eG.A. Bartick (Author), Paul Bartick (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9780470373002, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 7 November 2008\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e304 pages, Charts: 74 B\u0026amp;W, 0 Color\u003cbr\u003e23.6 x 16 x 2.7 cm, 0.49 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003eBased on ten years of extensive research and interviews with thousands of top sales performers in a variety of industries, \u003ci\u003eSilver Bullet Selling\u003c\/i\u003e reveals the secrets all great sales professionals have in common. It's not what you say that determines your success in sales; it?s how you execute the sales process to create a unique buying experience for customers. This book shows you how to apply the silver bullet selling method to launch your sales through the roof. Read it, and fire away at the competition.\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eForeword by Michael St. Lawrence xiii \u003cp\u003eAcknowledgments xv\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART ONE THIS IS SILVER BULLET SELLING 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER ONE\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eYou Don’t Have to Be a Natural-Born Salesman 3\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWO\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eI’m a Salesman and This Is My Story 7\u003c\/p\u003e \u003cp\u003eWhat’s in a Name? 8\u003c\/p\u003e \u003cp\u003eChanging Lives Six Steps at a Time 9\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER THREE\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy You’ve Got to Read This Book 10\u003c\/p\u003e \u003cp\u003eThe Six-Step Silver Bullet Selling Process 10\u003c\/p\u003e \u003cp\u003eWho Wrote This Book Anyway? 12\u003c\/p\u003e \u003cp\u003eWhy I Wrote This Book 14\u003c\/p\u003e \u003cp\u003eHow to Get the Most Out of This Book 15\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER FOUR\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy a Sales Process? 17\u003c\/p\u003e \u003cp\u003eThe Gift of Gab Doesn’t Necessarily Translate into Sales Commissions 17\u003c\/p\u003e \u003cp\u003eLowering Resistance and Raising Receptivity 19\u003c\/p\u003e \u003cp\u003eIn Sales, Communication Is King 20\u003c\/p\u003e \u003cp\u003ePlaying with Emotion 21\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER FIVE\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is This Bullet Selling Process, Anyway? 25\u003c\/p\u003e \u003cp\u003eThe Six Steps: An Overview 26\u003c\/p\u003e \u003cp\u003eGreat Sales: One Part Process, One Part Personality 28\u003c\/p\u003e \u003cp\u003eA Little More Effectiveness Leads to Dramatic Results 31\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART TWO SIX-STEP BULLET SELLING PROCESS 33\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStep One Pre-Call Planning 35\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER SIX\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePre-Call Planning Overview 36\u003c\/p\u003e \u003cp\u003eThe Importance of a Quiet Mind 36\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER SEVEN\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Pre-Call Planning Really Means 41\u003c\/p\u003e \u003cp\u003ePre-Call Planning Means Research 41\u003c\/p\u003e \u003cp\u003ePre-Call Planning Definitely Means Appearance 43\u003c\/p\u003e \u003cp\u003eGetting There on Time Is Pre-Call Planning 44\u003c\/p\u003e \u003cp\u003eRehearsing Is Pre-Call Planning 45\u003c\/p\u003e \u003cp\u003ePre-Call Planning in Team Selling Situations: The 10 Key Issues 46\u003c\/p\u003e \u003cp\u003eGetting the Names Right Is Pre-Call Planning 48\u003c\/p\u003e \u003cp\u003ePre-Call Planning Is Ironing Your Briefcase 49\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER EIGHT\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePre-Call Planning Checklists 51\u003c\/p\u003e \u003cp\u003eExamples: Pre-Call Planning Checklists 51\u003c\/p\u003e \u003cp\u003ePre-Call Planning Tips 54\u003c\/p\u003e \u003cp\u003eStep Two Building Rapport 57\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER NINE\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuilding Rapport Overview 58\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TEN\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePreliminary Pleasantries and the Agenda Statement 63\u003c\/p\u003e \u003cp\u003ePreliminary Pleasantries Start the Ball Rolling 63\u003c\/p\u003e \u003cp\u003eTransitioning to the Business Conversation 64\u003c\/p\u003e \u003cp\u003eThe Agenda Statement 65\u003c\/p\u003e \u003cp\u003eBegin Every Meeting with an Agenda Statement 75\u003c\/p\u003e \u003cp\u003eServing Up a Million-Dollar Loan at Mickey D’s 76\u003c\/p\u003e \u003cp\u003ePassion Is Contagious 78\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER ELEVEN\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuilding Rapport by Playing the Credibility Card 80\u003c\/p\u003e \u003cp\u003ePositive Effects of a Credibility Statement 81\u003c\/p\u003e \u003cp\u003eThree Questions on Every Buyer’s Mind 82\u003c\/p\u003e \u003cp\u003ePutting It All Together 91\u003c\/p\u003e \u003cp\u003eUsing the Credibility Statement 92\u003c\/p\u003e \u003cp\u003eBuilding Rapport Tips 92\u003c\/p\u003e \u003cp\u003eStep Three Discovery 95\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWELVE\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDiscovery Overview 96\u003c\/p\u003e \u003cp\u003eDiscovery Is More than Fact Finding 97\u003c\/p\u003e \u003cp\u003eListening to Understand versus Listening to Respond 100\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER THIRTEEN\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Goals of Discovery 107\u003c\/p\u003e \u003cp\u003eDiscovering the Buying Gap 107\u003c\/p\u003e \u003cp\u003eListening Is the Gateway to Rapport 108\u003c\/p\u003e \u003cp\u003eDiscovery Generates Buying Momentum 110\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER FOURTEEN\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTools You Need to Accomplish the Goals of Discovery 111\u003c\/p\u003e \u003cp\u003eBuying Criteria 111\u003c\/p\u003e \u003cp\u003eUncovering Buying Criteria 115\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER FIFTEEN\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eYou’re Only as Smart as the Questions You Ask 119\u003c\/p\u003e \u003cp\u003eAsking Questions Is Not an Interrogation 120\u003c\/p\u003e \u003cp\u003eIt’s Not about Pain 121\u003c\/p\u003e \u003cp\u003eThe Importance of Taking Notes 122\u003c\/p\u003e \u003cp\u003eDiscovery Question Flow Example 126\u003c\/p\u003e \u003cp\u003eYou Know What Happens When You Assume . . . 129\u003c\/p\u003e \u003cp\u003eDiscovering Where the Emotional Criterion Is Hiding 130\u003c\/p\u003e \u003cp\u003eWhat If You Sell Boring Products? 130\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER SIXTEEN\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Discovery Summary: So Important, It Gets Its Own Chapter 133\u003c\/p\u003e \u003cp\u003eDiscovery Summary: Taking Discovery to the Next Level 134\u003c\/p\u003e \u003cp\u003eExample Discovery Summary 138\u003c\/p\u003e \u003cp\u003eA Few Choice Words about Sales Cycles 140\u003c\/p\u003e \u003cp\u003eDiscovery Tips 141\u003c\/p\u003e \u003cp\u003eStep Four Tailored Solution 143\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER SEVENTEEN\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTailored Solution Overview 144\u003c\/p\u003e \u003cp\u003eWhere We Are in the Process 145\u003c\/p\u003e \u003cp\u003eThe Solution Presentation: Not Your Father’s Sales Presentation 148\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER EIGHTEEN\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eYour Solution Presentation Agenda Statement 150\u003c\/p\u003e \u003cp\u003eSingle-Call versus Multiple-Call Close 150\u003c\/p\u003e \u003cp\u003eBegin the Solution Presentation with an Agenda Statement 151\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER NINETEEN\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eYour Business Philosophy 155\u003c\/p\u003e \u003cp\u003eBuilding Your Business Philosophy 155\u003c\/p\u003e \u003cp\u003eThe 3×3 Presentation Technique 156\u003c\/p\u003e \u003cp\u003eBuilding Your Business Philosophy 158\u003c\/p\u003e \u003cp\u003eHow Do You Compete? Figuring Out Your Competitive Advantage 162\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWENTY\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePresenting the Details of Your Solution 164\u003c\/p\u003e \u003cp\u003ePresenting the Details of the Deal 164\u003c\/p\u003e \u003cp\u003eIt’s All about WIIFM 164\u003c\/p\u003e \u003cp\u003eFeatures, Bridges, and Benefits 165\u003c\/p\u003e \u003cp\u003eLinking FBBs to What You Learned in Discovery 168\u003c\/p\u003e \u003cp\u003eProposal Best Practices 174\u003c\/p\u003e \u003cp\u003eHow to Use Evidence 176\u003c\/p\u003e \u003cp\u003eOrganize Your Evidence 177\u003c\/p\u003e \u003cp\u003eTrial Close: Testing for Buyer Reaction 178\u003c\/p\u003e \u003cp\u003ePut Passion into Your Solution Presentation 179\u003c\/p\u003e \u003cp\u003eStep Five Addressing Concerns 181\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWENTY-ONE\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAddressing Concerns Overview 182\u003c\/p\u003e \u003cp\u003eTwo Secrets You’ve Got to Know before Addressing Any Concerns 186\u003c\/p\u003e \u003cp\u003eTwo Situations We Don’t Want to Get Into 189\u003c\/p\u003e \u003cp\u003eHow the Real Pros Do It 190\u003c\/p\u003e \u003cp\u003eTwo Skills to Master 190\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWENTY-TWO\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eExecuting the Addressing Concerns Process 191\u003c\/p\u003e \u003cp\u003eThe Six-Step Addressing Concerns Process 191\u003c\/p\u003e \u003cp\u003eThe Process Is Not Bulletproof 192\u003c\/p\u003e \u003cp\u003eTransitioning to the Addressing Concerns Process with a Trial Close 193\u003c\/p\u003e \u003cp\u003eThe Four Types of Buyers 193\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWENTY-THREE\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eResponding to Concerns 212\u003c\/p\u003e \u003cp\u003eThree Ways to Respond to the Cost Concern 213\u003c\/p\u003e \u003cp\u003eAddressing Concerns Other than Cost 223\u003c\/p\u003e \u003cp\u003eTrial Close 225\u003c\/p\u003e \u003cp\u003eUsing the Addressing Concerns Process at Home 228\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWENTY-FOUR\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eVaccinating the Buyer against the Competition 231\u003c\/p\u003e \u003cp\u003eTips on Addressing Concerns 233\u003c\/p\u003e \u003cp\u003eStep Six Closing the Sale 235\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWENTY-FIVE\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eClosing the Sale Overview 236\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWENTY-SIX\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Closing Is All About 239\u003c\/p\u003e \u003cp\u003eClosing Is a Process, Not an Event 239\u003c\/p\u003e \u003cp\u003eClosing Rewards the Persistent: A Lesson from Dr. Seuss 240\u003c\/p\u003e \u003cp\u003eWhen-at-First-You-Don’t-Succeed Success Stories 241\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWENTY-SEVEN\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eClosing the Sale: Firming Up Details and Setting Expectations 243\u003c\/p\u003e \u003cp\u003eAsking for the Order Is Closing 243\u003c\/p\u003e \u003cp\u003eThree Possible Outcomes 246\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART THREE AUXILIARY FIREPOWER 255\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWENTY-EIGHT\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAdditional Ammunition 257\u003c\/p\u003e \u003cp\u003eReserve Power 258\u003c\/p\u003e \u003cp\u003eMore Bullets for Your Chamber 258\u003c\/p\u003e \u003cp\u003eWhat’s Next? 276\u003c\/p\u003e \u003cp\u003eThe Silver Bullet Community 277\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAPPENDIX\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOutSell Consulting: “Our Business Is Your Business” TM 278\u003c\/p\u003e \u003cp\u003eOutSell Driving Principles 278\u003c\/p\u003e \u003cp\u003eFour Spokes of OutSell 279\u003c\/p\u003e \u003cp\u003eIndex 281\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52507299348760,"sku":"9780470373002","price":23.36,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9780470373002.jpg?v=1786443768","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/silver-bullet-selling-six-critical-steps-to-opening-more-relationships-and-closing-more-sales-hardback-9780470373002","provider":"Freshly Printed Books","version":"1.0","type":"link"}