Velocity Selling: How to Attract, Engage & Empower Buyers to BUY

Velocity Selling: How to Attract, Engage & Empower Buyers to BUY

by Bob Urichuck

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Product Details

ISBN-13: 9781614488675
Publisher: Morgan James Publishing
Publication date: 05/06/2014
Pages: 260
Product dimensions: 6.10(w) x 9.30(h) x 1.00(d)

About the Author

Bob Urichuck is an internationally renowned “velocity selling” specialist. With over forty-five years of sales experience, ranging from door-to-door sales to corporate high-value boardroom sales, he has accumulated a wealth of experience in selling to individuals and big corporations. For the last sixteen years, he has inspired, educated, and empowered Fortune 500 companies and midsized businesses to increase the velocity of their sales while strengthening their bottom lines.
 
Using Singapore, Dubai, and Ottawa as his ongoing hubs, Bob has spoken in more than fifteen hundred cities in over forty-five countries to audiences of up to ten thousand people. He has been recognized as Consummate Speaker of the Year by Sharing Ideas News Magazine and ranked in the top ten since 2008 in the World’s Top 30 Sales Gurus.

Read an Excerpt

In order to succeed in sales, you need to do the opposite of selling. You must attract, engage and empower buyers to buy. Without buyers, there are no sales.

The bottom line: no buyers, no sales, no revenue. Sales now revolve around buyers. Buyers are everywhere. What are you doing to help them buy?

Once you understand how buyers buy and how they control the sales process, you will want to change how you conduct your sales. Buyers follow a system, and so should salespeople. The system must attract, engage and empower the buyer to buy, especially considering today’s new economy of buyers.

The “Buyer Focused” Velocity Selling System is a sales process based on a return on time invested (ROTI) formula. With all the manipulative sales techniques and upfront presentations removed from the process, salespeople experience stronger client relationships, faster sales cycles, higher margins and profits, and improved closing ratios. You will have more satisfied customers, more attraction, more introductions and referrals, and a much improved bottom line.

Table of Contents

Preface
Introduction
The Four Categories of Success

Section A
Attitude: Belief from Within
Attitude Toward YOU
Know Your Rights
Who Am I?
Make a Decision
Take Control of Your Life
Know Yourself
Attitude Toward Your Organization
Attitude Toward Your Buyers
Know the Competition

Section B
Behavior: Your Bottom Line
Behavior Toward Yourself
Why Set Goals, What Is in It for YOU?
Know What You Want
Group, Categorize, Prioritize
Are You Willing to Pay the Price?
SMART Goals
Creating a Goal Log
Taking Action
Monitoring and Measuring Your Progress
Behavior Toward Your Organization
Organizational Goals
Call-to-Close Ratios and Tracking Behaviors
Pay Time/No Pay Time
Behavior Toward Your Buyers
The ABCs of Targeting
Retain and Regain Strategies
Gain Strategies
Attracting Buyers—Personal Marketing Plan

Section C
C. Competencies: the “Buyer Focused” Velocity Selling System, Part 1
The Four Steps on How Buyers Buy
The Four Universal Needs of Buyers
The Three Competencies You Need to Master First
Buyer Focused
Buyer Engagement
Buyer Empowerment

Section C
Competencies: the “Buyer Focused” Velocity Selling System, Part 2
Building Relationships
Building Rapport
Understanding Dominant Senses
Qualifying Buyer Opportunities
Setting Parameters
Uncovering Buying Motivators
Uncovering Financial Ability
Uncovering Decision Making
Summarizing
Prescribing Solutions
Prescribed Presentations
Let the Buyer Buy
Eliminating Potential Back Outs
Asking for Referrals
Maintaining Buyer Relationships
Exceed Expectations While Providing Added Value

Section D
Disciplines: Doing What You Have to Do
Discipline Toward Yourself
Discipline Toward Your Organization
Discipline Toward Your Buyers
About the Author

Reference
Bibliography
The Step-by-Step “Buyer Focused” Velocity Selling System Reference Summary and Post-Call Review
Velocity Selling Virtual Training
The Salesman’s Prayer

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