|
What if you could interview 6,000 sales pros
and distill down their knowledge and experience into the most essential ingredients for success?
Do you think it might help you close a few more deals?
Over the last eight years, that's what we did, and compiled what we learned into a new book and soon-to-be-launched online community.
You've been a part of the Outsell community before so I wanted to reach out with a free invite to join us, and access some new "silver bullets" for you and your sales team such as:
- Free tele-coaching sessions
- Access to resources like sales tips, articles and audio/video training
- The monthly Bullet Points e-letter
Click over to silverbulletselling.com, give us your first name and email and we'll keep you in the loop. And while you're there, download the first few chapters of the book.
On The Web . . .
10 Tips for Marketing to Women
Do you sell to women? Who doesn't. G.A. recently contributed to an article posted on TheStreet.com about the differences between selling to men and women. You can check out that article here.
$500 SALES TIP. . .
Pre-Call Planning: The Key
to A Profitable Sales Call.
After 10,000 sales meetings, we have found that the best predictor of the outcome of the meeting is the planning that happens before the meeting.
Pre-call planning is all about walking into an appointment with a buyer and being totally prepared for and focused on the job at hand. And when you’re prepared, you’re confident and pro-active.
Pre-call planning includes everything we should do to prepare for a meeting, from attire to directions to research. The more prepared we are for the appointment, the more effective the meeting will generally go, increasing our probability of success. Pre-call planning is a must. Here are seven essentials to good pre-call planning:
1. Identify what success looks like before the sales call.
2. Build an agenda for the meeting that will make success happen.
3. Think about what objections you might face and be prepared
to address those objections.
4. Practice talking about your products/services and how
they will benefit your customer.
5. Understand what the possible next steps are going to be.
6. Research your customer using their company website,
Google, or subscription tools like First Research or Hoovers.
7. Create a pre-call planning checklist that includes all the things
you need to do before every customer meeting. (For examples
of pre-call planning checklists from different industries,
go ahead and visit www.bulletselling.com).
In our next edition of Bullet Points, we’ll give you some tips on building faster rapport on your very next sales call.
|
Bullet Points is a bi-weekly letter from the Bartick boys, co-authors of Silver Bullet Selling. This letter provides tips and wisdom we have culled from over 6,000 interviews with top-performing sales professionals. To learn more about the Silver Bullet process, you can purchase Silver Bullet Selling at your favorite book store.
|
back to top
|
