Book Review l Silver Bullet Selling

If you think you are the Lone Ranger when it comes to sales, this book may pull the mask off your beliefs that there are natural sales people. The Bartick brothers of Outsell Consulting reveal a step-by-step process that they have presented to over 25,000 salespeople. For new salespeople, this book is a wealth of information and a step-by-step guide to open opportunities that lead to their best chance at a satisfied long-term customer. For veterans of sales, the book will fill the gaps where they may have missed something in the process.

To the authors, successful sales are all about the process and paying attention to the details of the relationship. You can skip around some books; this one requires an A to B approach to gain its full value and your full potential in sales.

Here are the chapter headings in the process, with just a few examples of what is covered:

Step One: Pre-Call Planning
Research your future client; be prepared. “Iron your briefcase” - make sure you have everything you need at that first call. Seems simple, but if you seem disorganized from the start, you lose momentum.

Step Two: Building Rapport
Learn how to move from pleasantries to a business conversation.
Have an agenda to control the flow of the meeting.
Have questions to ask, to build your credibility.

Step Three: Discovery
Listening to discover the buying gap and the buying criteria
Selling with emotion, even with “boring” products

Step Four: Tailored Solution
Building your business philosophy
Features- Bridges and Benefits
The Trial Close: testing the buyer’s reaction

Step Five: Addressing Concerns
Two situations you don’t want to get into
Two skills to master
Three ways to respond to a cost concern

Step Six: Closing the Sale
Closing is a process, not an event.
Setting expectations
Three possible outcomes and how to respond

The shelves are filled with “How I Do (Did) It’ sales books. Silver Bullet Selling is how we can all do it. Don’t make room on your shelf for this one, keep it on your desk and hand it out to your sales team.

Hooked on the book? Click here to buy now

Dr. Brian Beirl enjoys an active general dentistry practice and is also an author, educator, presenter, consultant and business coach. He has published, the bookbinder, a popular business fable regarding the personal challenges of running a business, and the soon to be released, the bookbinder,Janis’ Story, a story of a woman’s struggle to balance her professional and personal life.