Foreword by Michael St. Lawrence.
Acknowledgments.
PART ONE: THIS IS SILVER BULLET SELLING.
Chapter One: You Don’t Have to Be a Natural-Born Salesman.
Chapter Two: I’m a Salesman and This Is My Story.
What’s in a Name?
Changing Lives Six Steps at a Time.
Chapter Three: Why You’ve Got to Read This Book.
The Six-Step Silver Bullet Selling Process.
Who Wrote This Book Anyway?
Why I Wrote This Book.
How to Get the Most Out of This Book.
Chapter Four: Why a Sales Process?
The Gift of Gab Doesn’t Necessarily Translate into Sales Commissions.
Lowering Resistance and Raising Receptivity.
In Sales, Communication Is King.
Playing with Emotion.
Chapter Five: What Is This 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 TWO: SIX-STEP BULLET SELLING PROCESS.
Step One Pre-Call Planning.
Chapter Six: Pre-Call Planning Overview.
The Importance of a Quiet Mind.
Chapter Seven: 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: The 10 Key Issues.
Getting the Names Right Is Pre-Call Planning.
Pre-Call Planning Is Ironing Your Briefcase.
Chapter Eight: Pre-Call Planning Checklists.
Examples: Pre-CallPlanning Checklists.
Pre-Call Planning Tips.
Step Two Building Rapport.
Chapter Nine: Building Rapport Overview.
Chapter Ten: Preliminary Pleasantries and the Agenda Statement.
Preliminary Pleasantries Start the Ball Rolling.
Transitioning to the Business Conversation.
The Agenda Statement.
Begin Every Meeting with an Agenda Statement.
Serving Up a Million-Dollar Loan at Mickey D’s.
Passion Is Contagious.
Chapter Eleven: Building Rapport by Playing the Credibility Card.
Positive Effects of a Credibility Statement.
Three Questions on Every Buyer’s Mind.
Putting It All Together.
Using the Credibility Statement.
Building Rapport Tips.
Step Three Discovery.
Chapter Twelve: Discovery Overview.
Discovery Is More than Fact Finding.
Listening to Understand versus Listening to Respond.
Chapter Thirteen: The Goals of Discovery.
Discovering the Buying Gap.
Listening Is the Gateway to Rapport.
Discovery Generates Buying Momentum.
Chapter Fourteen: Tools You Need to Accomplish the Goals of Discovery.
Buying Criteria.
Uncovering Buying Criteria.
Chapter Fifteen: You’re Only as Smart as the Questions You Ask.
Asking Questions Is Not an Interrogation.
It’s Not about Pain.
The Importance of Taking Notes.
Discovery Question Flow Example.
You Know What Happens When You Assume . . . .
Discovering Where the Emotional Criterion Is Hiding.
What If You Sell Boring Products?
Chapter Sixteen: The Discovery Summary: So Important, It Gets Its Own Chapter.
Discovery Summary: Taking Discovery to the Next Level.
Example Discovery Summary.
A Few Choice Words about Sales Cycles.
Discovery Tips.
Step Four Tailored Solution.
Chapter Seventeen: Tailored Solution Overview.
Where We Are in the Process.
The Solution Presentation: Not Your Father’s Sales Presentation.
Chapter Eighteen: Your Solution Presentation Agenda Statement.
Single-Call versus Multiple-Call Close.
Begin the Solution Presentation with an Agenda Statement.
Chapter Nineteen: Your Business Philosophy.
Building Your Business Philosophy.
The 3×3 Presentation Technique.
Building Your Business Philosophy.
How Do You Compete? Figuring Out Your Competitive Advantage.
Chapter Twenty: 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.
Proposal Best Practices.
How to Use Evidence.
Organize Your Evidence.
Trial Close: Testing for Buyer Reaction.
Put Passion into Your Solution Presentation.
Step Five Addressing Concerns.
Chapter Twenty-One: Addressing Concerns Overview.
Two Secrets You’ve Got to Know before Addressing Any Concerns.
Two Situations We Don’t Want to Get Into.
How the Real Pros Do It.
Two Skills to Master.
Chapter Twenty-Two: Executing the Addressing Concerns Process.
The Six-Step Addressing Concerns Process.
The Process Is Not Bulletproof.
Transitioning to the Addressing Concerns Process with a Trial Close.
The Four Types of Buyers.
Chapter Twenty-Three: Responding to Concerns.
Three Ways to Respond to the Cost Concern.
Addressing Concerns Other than Cost.
Trial Close.
Using the Addressing Concerns Process at Home.
Chapter Twenty-Four: Vaccinating the Buyer against the Competition.
Tips on Addressing Concerns.
Step Six Closing the Sale.
Chapter Twenty-Five: Closing the Sale Overview.
Chapter Twenty-Six: What Closing Is All About.
Closing Is a Process, Not an Event.
Closing Rewards the Persistent: A Lesson from Dr. Seuss.
When-at-First-You-Don’t-Succeed Success Stories.
Chapter Twenty-Seven: Closing the Sale: Firming Up Details and Setting Expectations.
Asking for the Order Is Closing.
Three Possible Outcomes.
PART THREE: AUXILIARY FIREPOWER.
Chapter Twenty-Eight: Additional Ammunition.
Reserve Power.
More Bullets for Your Chamber.
What’s Next?
The Silver Bullet Community.
APPENDIX: OutSell Consulting: “Our Business Is Your Business”.
OutSell Driving Principles.
Four Spokes of OutSell.
Index.
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