The Bottom Line
Sales are the lifeline to your bottom line. To succeed in sales, you need to do the opposite of selling. Most organizations today realize the economy has brought on a shift from selling during the boom times to attracting, engaging, and empowering the new economy of buyers to buy. One absolute fact is that traditional and consultative sales methods no longer work. Businesses are experiencing slower sales, sales cycles are too long, sales professionals lose control of the sales process, and businesses’ bottom lines are behind projections.
Velocity Selling will help you learn a non-traditional “buyer-focused” sales system that will boost your sales volume while contributing to your bottom line. As opposed to teaching selling skills, it teaches you how to facilitate the buying process by putting your focus on the buyer and how to attract, engage, and empower them to buy. As simple as A, B, C, D, it starts with building a solid foundation:
- Attitude: belief in yourself, your organization, and the buyer
- Behavior: effective habits toward yourself, your organization, and the buyer
- Competencies: a systematic approach to engaging and empowering buyers to buy, if they are qualified
- Disciplines: practices that need to be maintained for continuous success
Yes, you can increase your bottom line while shortening your sales cycle; you can be in control of the sales process while building and maintaining relationships that will become your secondary sales force.
Without buyers there are no sales, no revenue, no organization, no jobs. But buyers are everywhere. What are you doing to help them buy?
Sales Velocity ~ Your Bottom Line ~ Our Passion
|Publisher:||Morgan James Publishing|
|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
The Four Categories of Success
Attitude: Belief from Within
Attitude Toward YOU
Know Your Rights
Who Am I?
Make a Decision
Take Control of Your Life
Attitude Toward Your Organization
Attitude Toward Your Buyers
Know the Competition
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?
Creating a Goal Log
Monitoring and Measuring Your Progress
Behavior Toward Your Organization
Call-to-Close Ratios and Tracking Behaviors
Pay Time/No Pay Time
Behavior Toward Your Buyers
The ABCs of Targeting
Retain and Regain Strategies
Attracting Buyers—Personal Marketing Plan
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
Competencies: the “Buyer Focused” Velocity Selling System, Part 2
Understanding Dominant Senses
Qualifying Buyer Opportunities
Uncovering Buying Motivators
Uncovering Financial Ability
Uncovering Decision Making
Let the Buyer Buy
Eliminating Potential Back Outs
Asking for Referrals
Maintaining Buyer Relationships
Exceed Expectations While Providing Added Value
Disciplines: Doing What You Have to Do
Discipline Toward Yourself
Discipline Toward Your Organization
Discipline Toward Your Buyers
About the Author
The Step-by-Step “Buyer Focused” Velocity Selling System Reference Summary and Post-Call Review
Velocity Selling Virtual Training
The Salesman’s Prayer