Silver bullet selling: six critical steps to opening more relationships and closing more sales

INDICE: Part 1. Introduction. Chapter 1. You Don't Have To Be A Natural-Born SalesmanI'm Certainly Not! Chapter 2. I'm A Salesman, And This Is My Story. What's In a Name? Changing Lives 6 Steps at a Time. Chapter 3. Why You've Got To Read This Book. Who Wrote This Book Anyways? Why I Wrote This Book. How To Get The Most Out Of This Book. Chapter 4. Why A Sales Process? The Gift of GABDoesn't Necessarily Translate into Sales Commissions. Lowering Resistance andRaising Receptivity. In Sales Communication is King. Playing With Emotion. Chapter 5. So What Is This Silver Bullet Selling Process, Anyway? The Six-Steps:An Overview. Great Sales: One Part Process, One Part Personality. A Little More Effectiveness Leads to Dramatic Results. Part 2. 6-Step Bullet Selling Process. Step 1. Pre-Call Planning. Chapter 6. Pre-Call Planning Overview. The Importance of a Quiet Mind. A Bullet From G.A.'s Chamber. Chapter 7. What Pre-Call Planning Really Means. Pre-Call Planning Means Research. Pre-Call Planning Definitely Means Appearance. Getting There On Time is Pre-Call Planning. Rehearsing is Pre-Call Planning. Pre-Call Planning in Team Selling Situations. Transition (or Hand Off) Meetings Require Pre-Call Planning. Getting the Names Right is Pre-Call Planning. Pre-Call Planning is Ironing Your Briefcase the Night Before. Chapter 8. Pre-Call Planning Checklists. Examples: Pre-Call Planning Checklists. Ready Aim Fire! Pre-Call Planning Review. Pre-Call Planning Review Answers. Pre-Call Planning Tips. PART 2. 6-Step Bullet Selling Process. Step 2. Building Rapport. Chapter 9. Building Rapport Overview. Building Rapport Defined. A Bullet >From G.A.s Chamber. Chapter 10. Preliminary Pleasantries And The Agenda Statement. Preliminary Pleasantries Start the Ball Rolling. Transitioning to the Business Conversation. The Agenda Statement. Ready Aim Fire! Ready Aim Fire! Begin Every Meeting with an Agenda Statement. Serving Up A MillionDollar Loan at Mickey Ds. Passion is Contagious. Chapter 11. Building RapportBy Playing The Credibility Card. Positive Effects of a Credibility Statement.Putting It All Together. Ready Aim Fire! Build Your Own. Build Your Own: You.Build Your Own: Typical Buyers. Building Your Own: Success Story Worksheet. Putting It All Together. Ready Aim Fire! Using the Credibility Statement. Building Rapport Review. Build Rapport Review Answers. Build Rapport Tips. Step 3. Discovery. Chapter 12. Discovery Overview. Discovery Defined. Discovery Is More Than Fact Finding Listening to Understand vs. Listening to Respond. A BulletFrom G.A's Chamber. Chapter 13. The Goals Of Discovery. Discovering the Buying Gap. Lowering Buying Resistance. Discovery Generates Buying Enthusiasm. Chapter 14. Tools You Need To Accomplish The Goals Of Discovery. Buying Criteria. Uncovering Buying Criteria. Discovery Summary. Chapter 15. You're Only As Smart As The Questions You Ask. Asking Questions is Not An Interrogation. It's NotAbout Pain. Discovery Question Flow Example #1. Desired Situation Questions: The 6 Great Financial Goals of Life (GFGL). The Importance of Taking Notes. Discovery Question Flow Example #2. You Know What Happens When You Assume Discovering where the Emotional Criteria is Hiding. What If You Sell Boring Products? Ready Aim Fire! Ready Aim Fire! Chapter 16. The Discovery Summary Is So Important, It Gets Its Own Chapter. Discovery Summary: Taking Discovery to the Next Level. Pieces #1-#2: Transition into the Summary and Review Current Situation. Piece #3: Review Desired Situation. Piece #4: Review Expectation. Piece #5:Ask Confirming Questions. Piece #6: Transition to the Tailored Solution Step.Example Discovery Summary. A Few Choice Words About Sales Cycles. Discovery Review. Discovery Review Answers. Discovery Tips. Step 4. Tailored Solution. Chapter 17. Tailored Solution Overview. Building Rapport Defined. Where We Are In the Process. A Bullet From G.A.'s Chamber. The Solution Presentation is Not Your Father's Sales Presentation. Chapter 18. Your Solution Presentation Agenda Statement. Single Call vs. Multiple-Call Close. Begin the Solution Presentation with an Agenda Statement. Chapter 19. Your Business Philosophy. Start withYour Business Philosophy. The 3x3 Presentation Technique. Ready Aim Fire! Brainstorm Exercise. Ready Aim Fire! How Do You Compete? Figuring Out Your Competitive Advantage. Chapter 20. Presenting The Details Of Your Solution. Presenting the Details of the Deal. It's All About WIIFM. Features, bridges, and benefits. Linking FBBs to What You Learned in Discovery. Ready Aim Fire! Proposal Best Practices. How to Use Evidence. Organize your Evidence. Trial Close: Testing for Buyer Reaction. Put Passion into Your Solution Presentation. Tailored Solution Review. Step 5. Addressing objections. Chapter 21. Addressing Objections Overview. Addressing Objections Defined. A Bullet From G.A.'s Chamber. 2 Secrets You've Got to Know before Handling Any Objections. Two Situations We Don't Want to Get Into. How the Real Pros Do It. Two Skills to Master. Chapter 22. Executing The Bullet Selling Objections Process. The 6-Step Addressing objections Process. The Process is Not Bullet Proof. Transitioning To the Addressing objections Process with a Trial Close. The Four Types of Buyers. The Six Steps of the Process. Chapter 23. Step 5: Responding To Objections. 3 Ways to Respond to the Cost Objection. Addressing Objections Other than Cost. Ready Aim Fire! Ready Aim Fire! Using the Handle Concerns Process At Home. Chapter 24. Vaccinating The Buyer Against The Competition. Ready Aim Fire! Addressing objections Review. Addressing objections Review Answers. Step 6. Closing the Sale. Chapter 25. Closing The Sale Overview. Closing The Sale. A Bullet From G.A.'s Chamber. Chapter 26. What Closing Is All About. Closing is a Process, Not an Event. Closing Rewards the Persistent: A Lesson from Dr. Seuss (not really a doctor). When At First You Don't Succeed, Success Stories. Chapter 27. Closing The Sale: Firming Up Details And Setting Expectations. Asking for the Order is Closing. Ready Aim Fire! Ready Aim Fire! 3 Possible Outcomes. A Word About Exceeding Your Buyer's Expectations. Closing the Sale Review. Closing the Sale Review Answers Part 3. Auxiliary Firepower. Chapter 28. Additional Ammunition. Reserve Power. More Bullets for Your Chamber. Generating Referrals. Ready Aim Fire! Ready Aim Fire! (Net)Working the Room. Building Rapport in Casual Conversation. What Does All of This Mean? Time Management Techniques. What's Next? TheSilver Bullet Community. OutSell Consulting. Our business is your business. OutSell Driving Principles. 4 Spokes of OutSell.

• ISBN: 978-0-470-37300-2
• Editorial: John Wiley & Sons
• Encuadernacion: Cartoné
• Páginas: 304
• Fecha Publicación: 05/11/2008
• Nº Volúmenes: 1
• Idioma: Inglés