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Suggested Reading

Silver Bullet Selling
Six Critical Steps to Opening More Relationships and Closing More Sales
By G.A. Bartick and Paul Bartick
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.
Book Review Information
Dr. Brian Beirl has a general dental practice in Seminole. In addition, he is an educator, author, presenter, consultant and business coach. Dr. Beirl is passionate in helping his clients live the life of their dreams. He may be reached at www.brianbeirl.com. |
BABM Magazine: Pet Industry Issue
Cover Story
Dave Oser's Pet Project
Pet Supplies Plus, a 10,000 sq. ft. full-service franchise, recently opened on Park Blvd. in Pinellas Park, Florida, giving pet-lovers and the business community-at-large a reason to celebrate. While only a few years ago a retail store locating to one of this city's main thoroughfares would not have caused much attention, today this a much-appreciated positive.
Feature Stories
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Ren Netherland Photographer
“I’d rather photograph animals than people,” says Ren Netherland. The nationally known animal photographer notes that he can always get the best out of his four-legged subjects. Humans are another matter. “I’m very picky and meticulous in my work. I never give up on doing it just right. There’s never been a day that I couldn’t get what I wanted to get with an animal. I have more patience with animals than people,” he laughed. |
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Downtown Dogs
Who can resist the pure, tail-wagging love of a good dog? Lucky is a squatty little fellow with a shaggy caramel coat and warm chocolate eyes that pull you in and make you feel as if everything’s going to be alright. He’s the official greeter at Downtown Dogs, Rene Neff’s swank and friendly pet boutique in Tampa’s tree-lined Hyde Park Village (and he highly recommends the Carnivore Crunch). Rene and Lucky’s tale blends good timing and natural talent with passion and hard work, making it a model of business success that can teach any entrepreneur a few new tricks. |
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Fuzzie Buddies
On the way home after a recent viewing of the hit movie, “Marley & Me,” I remarked to my wife that I was thankful our new puppy, Dexter, named after Showtime’s infamous serial killer, was nothing like Marley. The very next day Dexter chewed up our three-week old sculpted rug, the centerpiece of our newly redecorated living room. |
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Editor's Note
It’s hard to believe, as I sit here wrapped in a blanket, a warm dog on each side of me and the frost crystallizing on my yard tonight, that when you read this note it will be the first of March and temps will be back to the normal 75 – 80 degrees.
That’s one of the things I love most about Tampa Bay. We have a range of temperatures between 30 and 95 but don’t have to drive in or shovel snow. And it’s always some shade of green, even in the winter. The crisp cold days of February are perfect for clearing out stale, stagnate business habits, fuzzy visions and planting new ideas to sprout with the warm breeze of March.
This is our 2nd year anniversary issue and we are extremely proud to have exclusive rights to a sneak preview of Andy Andrew’s next New York Times Best Seller, The Noticer. We have printed chapter 3 in its entirety. The book will be available in bookstores April 28, 2009. Working with Andy and his trusted advisor, Robert, for the past 2 years has been a pure pleasure and each article we’ve published has delivered a sincere message about the importance of values.
They tell me that the 3rd year in business is the hardest; but when have I ever listened to naysayers? It’s all perception and persistence of course. There are some of you reading this note who are exactly where I am with your business. There is no reason in the world that your 3rd year is going to be any more difficult than you want it to be. Will there be days that will challenge every fiber of your entrepreneurial being? Absolutely! And it’s those very challenging days that we all experience that make us strong, resilient and proud.
As we end the first quarter of 2009 and enter spring, the season of growth, we’re more excited than ever about our roll as your trusted business resource. BABM has spent the last year building wonderful strategic alliances with people and programs that will give our readers even more support in cultivating their businesses. That’s a teaser for “coming attractions”. Wink, Wink.
Being the good Scot that I am, I will not wish you luck in this month of March.
Instead I offer this Scottish toast.
May the road rise to meet you,
May the wind be always at your back,
The sun shine warm upon your face,
The rain fall soft upon your fields.

BABM
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EDITORIAL
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FEATURE WRITERS
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Carol Cortright |
Jay Winchester
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CONTRIBUTING WRITERS
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Jeffrey Gitomer
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Brian Tracy
Dr. Brian Beirl
Bernie Borges
Brent Britton, Esq
Terry Hedden
Kevin Hourigan |
Dale Hutchings
Leslie Joy Ickowitz
Sheri D. McWhorter, J.D., SPHR
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Doug Van Dyke |
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About BABM
BABM is published bi-monthly by Bay Area Business Magazine LLC, PO Box 8552, Seminole, FL 33775-8552. Send press releases, article submission and images to editor@BABM.com. Articles and advertisements printed by BABM do not necessarily reflect the opinions of the publisher. BABM assumes no liability for the content and shall not be held liable for any errors or omissions.
© 2009. All rights reserved. Any reproduction, in whole or in part, is prohibited without written permission from the publisher.
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