E-Book Overview
Based on ten years of extensive research and interviews with thousands of top sales performers in a variety of industries, Silver Bullet Selling 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.
E-Book Content
P1: OTA/XYZ P2: ABC fm JWBK253-Bartick August 21, 2008
10:56
Printer Name: Courier Westford, Westford, MA
Six Critical Steps to Opening More Relationships and Closing More Sales G.A. BARTICK PAUL BARTICK
John Wiley & Sons, Inc.
iii
P1: OTA/XYZ P2: ABC fm JWBK253-Bartick August 21, 2008
10:56
ii
Printer Name: Courier Westford, Westford, MA
P1: OTA/XYZ P2: ABC fm JWBK253-Bartick August 21, 2008
10:56
Printer Name: Courier Westford, Westford, MA
Advance Praise for Silver Bullet Selling “Silver Bullet Selling is as valuable to a sales person as shiny shoes and a good territory. I love the book!” —Stuart Chant, Regional Manager and Trainer, Rewards Network “The Silver Bullet process helped us develop relationships, uncover opportunities, and better serve our customers. And the people who we thought would reject the process actually embraced it. Our goal is to blend the Silver Bullet process into our culture.” —Jim Roe, President, Arlington/Roe & Co. “The Barticks have captured the common sense of selling in a way that will benefit both novices and seasoned pros. I will be implementing their six steps daily, and reviewing this book often.” —Stephen Shaner, Manager, HealthPartners Regional Technology Center, Speaker with Attitude “G.A. and Paul have created a structured and easy-to-follow relationshipbuilding process that can enhance the bottom line of any organization. Whether you’re a trainee or seasoned veteran, implementing these techniques into your practice can boost your performance to new heights.” —Milford L. Stern, President and CEO, M.L. Stern & Co., LLC “The Silver Bullet process has given me the ammunition I need to bring in new business and grow my accounts. It works whether I’m handling the simplest settlement or the most complicated multiproperty real estate transaction. Apply it daily and watch your business grow!” —T. Scott Jackson, Account Executive, First American Title
i
P1: OTA/XYZ P2: ABC fm JWBK253-Bartick August 21, 2008
10:56
ii
Printer Name: Courier Westford, Westford, MA
P1: OTA/XYZ P2: ABC fm JWBK253-Bartick August 21, 2008
10:56
Printer Name: Courier Westford, Westford, MA
Six Critical Steps to Opening More Relationships and Closing More Sales G.A. BARTICK PAUL BARTICK
John Wiley & Sons, Inc.
iii
P1: OTA/XYZ P2: ABC fm JWBK253-Bartick August 21, 2008
10:56
Printer Name: Courier Westford, Westford, MA
C 2009 by OutSell Consulting, Inc. All rights reserved. Copyright
Published by John Wiley & Sons, Inc., Hoboken, New Jersey. Published simultaneously in Canada. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web at www.copyright.com. Requests to the Publisher f