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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.
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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. |
Lessons Learned
Welcome to BABM Lessons Learned
where you can read succinct articles online and in print. The
articles will provide you with valuable information that can
be immediately implemented to help take your business and
personal success to the next level.
Accounting
Business Efficiency
Digital Marketing
Emotionomics™
Legal
Marketing
Personal Finance
Recharge
Sales Moves
Strategic Planning
Values
Websites
Featured
Members
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Editors 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
PO Box 8552 Seminole, FL 33775-8552
www.BABM.com
PUBLISHER
Bay Area Business Magazine, LLC
7603 Seminole Blvd Seminole, FL 33772
EDITORIAL
EDITOR IN CHIEF Bevv Beirl
COPY EDITOR Lauren Coogan
PROOFING Carol Cortright
PHOTOGRAPHY
Bay Area Photography
Judy Trice (813) 689-1993
www.bayareaphotography.com
FEATURE WRITERS
Gretchen Cain
Carol Cortright |
Jay Winchester
Marie Stempinski |
CONTRIBUTING WRITERS
Andy
Andrews
Jeffrey Gitomer
Dave Ramsey
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
Dan Maloney
Mark Regan
Jim Stroh
Sheri Taber
Doug Van Dyke |
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Multi Media & BABMinute
Managing Editor / Producer
Jay Winchester
CREATIVE
CREATIVE DIRECTOR | TZ Design Firm
Siobhan Davis (321) 622-8905
www.tzdesignfirm.com
ADVERTISING DESIGN
Angel Hale
SALES AND MARKETING
Brenda Twyman, (727)
596-9791,
Brenda@BABM.com
Cheryl Glueck, (727)
596-9791,
Brenda@BABM.com
IT SPECIALIST
High Speed Network Services (813) 404-5498
scott@hsnsfl.com,
www.hsnsfl.com
BABM Blog Team
Bernie
Borges
Rosemary Didio Brehm
Brent Britton
Gretchen Cain
Terry Hedden
Kevin Hourigan
Dale Hutchings |
David
Liller
Jim Marshall
Scott Plumley
Mark Regan
Sheri d. McWhorter
Doug Van Dyke
Jay Winchester |
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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. |
