{"product_id":"velocity-selling-how-to-attract-engage-empower-buyers-to-buy-9781614488170","title":"Velocity Selling: How to Attract, Engage \u0026","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eThe Bottom Line\u003c\/b\u003e\u003cbr\u003e \u003cbr\u003eSales 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.\u003cbr\u003e \u003cbr\u003e\u003ci\u003eVelocity Selling\u003c\/i\u003e 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:\u003cbr\u003e \u003cbr\u003e\u003cul\u003e\n\u003cli\u003e    Attitude: belief in yourself, your organization, and the buyer\u003c\/li\u003e\n\u003cli\u003e    Behavior: effective habits toward yourself, your organization, and the buyer\u003c\/li\u003e\n\u003cli\u003e    Competencies: a systematic approach to engaging and empowering buyers to buy, if they are qualified\u003c\/li\u003e\n\u003cli\u003e    Disciplines: practices that need to be maintained for continuous success\u003c\/li\u003e\n\u003c\/ul\u003e \u003cbr\u003eYes, 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.\u003cbr\u003e \u003cbr\u003eWithout buyers there are no sales, no revenue, no organization, no jobs. But buyers are everywhere. What are you doing to help them buy?\u003cbr\u003e \u003cbr\u003eSales Velocity ~ Your Bottom Line ~ Our Passion\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"\"\u003ci\u003eVelocity Selling\u003c\/i\u003e is one of the greatest breakthroughs in sales today. It is focused on the buyer and when combined with the virtual training it can dramatically increase your sales results faster and make your sales more predictable and consistent.\"\"\u003cbr\u003e \u003cbr\u003e  -Brian Tracy, Author - \u003ci\u003eUnlimited Sales Success\u003c\/i\u003e\u003cbr\u003e   \u003cbr\u003e  \"\"Systems and procedures make the world go 'round. The \u003ci\u003eVelocity Selling\u003c\/i\u003e System helps sales pros gain the most benefit from the time they spend communicating with clients online, over the telephone or face-to-face.  Start improving your sales ratios with it today!\"\"\u003cbr\u003e \u003cbr\u003e  -Tom Hopkins, Author of \u003ci\u003eHow to Master the Art of Selling\u003c\/i\u003e\u003cbr\u003e   \u003cbr\u003e  “No matter what profession, business or industry you are in, you will need sales to survive.  \u003ci\u003eVelocity Selling \u003c\/i\u003eprovides you with a simple step-by-step process that is the opposite to telling and selling (asking and buying).  Not at all salesee!  Perfect for all selling and non-selling professionals when you want to engage buyers to buy from you online, offline, over the telephone or face-to-face.”                                        \u003cbr\u003e \u003cbr\u003e  -Chris Atack. Manager, Sales Ottawa Senators Hockey Club\u003cbr\u003e \u003cbr\u003e  “Every member of a successful sales force must have an owner’s mentality and be able to follow a proven sales process whereby they establish trust, stay in control, qualify and let the buyer buy.  \u003ci\u003eVelocity Selling\u003c\/i\u003e guides you through that step by step process in an easy and enjoyable manner.”                                                                             \u003cbr\u003e \u003cbr\u003e  -Ram Ganglani - Founder, Right Selection - Middle East and Near Asia.\u003cbr\u003e   \u003cbr\u003e  \u003ci\u003e\"\"Velocity Selling\u003c\/i\u003e -- It’s your bottom line – want to make a difference NOW?  Apply Bob Urichuck’s “Buyer Focused \u003ci\u003eVelocity Selling\u003c\/i\u003e System…and watch your sales and profitability grow!\"\"  \u003cbr\u003e  -Claude J. Joncas, Director of Sales, Bombardier Recreational Products\u003cbr\u003e   \u003cbr\u003e  \"\"As a student of business and personal effectiveness tools, I have seen a wide variety of approaches - and Bob Urichuck's tools and communication style are among the best I've seen anywhere. Bob has achieved the rare feat of providing lots of high-value content that he communicates with absolute clarity and simplicity. Bob's content is extremely practical, and he delivers with high impact and relevance, as an author, speaker and trainer. The acid test is this: you put his materials into action, it works.  I have no hesitation in giving him and his materials a five-star rating.”\u003cbr\u003e \u003cbr\u003e  -Matthew Newham, Managing Director, Delta Change Management and Scotland Country Leader, XL Results Foundation\u003cbr\u003e   \u003cbr\u003e  \"\"As we entered the last quarter, we were behind  target by 54%. We selected Bob Urichuck to get us back on-target. In no time Bob inspired, engaged and empowered our sales team with his “buyer focused” \u003ci\u003eVelocity Selling\u003c\/i\u003e System.  Not only did Bob change our way of thinking, our  attitudes and behaviors, he gave us a systematic approach to targeting high value buyers and engaging them to buy. The end result, we surpassed the year-end target by 5%. If  you want bottom line results, engage Bob!”\u003cbr\u003e   \u003cbr\u003e  -Yaqoob Al Zarooni,  Chief Human Capital Of?cer, Dubai Properties LLC, (U.A.E.)\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003ePreface\u003cbr\u003e  Introduction\u003cbr\u003e  The Four Categories of Success\u003cbr\u003e \u003cbr\u003e  \u003cb\u003eSection A\u003c\/b\u003e\u003cbr\u003e  \u003cb\u003eAttitude: Belief from Within \u003c\/b\u003e\u003cbr\u003e  Attitude Toward YOU\u003cbr\u003e  Know Your Rights\u003cbr\u003e  Who Am I?\u003cbr\u003e  Make a Decision\u003cbr\u003e  Take Control of Your Life\u003cbr\u003e  Know Yourself\u003cbr\u003e  Attitude Toward Your Organization\u003cbr\u003e  Attitude Toward Your Buyers\u003cbr\u003e  Know the Competition\u003cbr\u003e \u003cbr\u003e  \u003cb\u003eSection B\u003c\/b\u003e\u003cbr\u003e  \u003cb\u003eBehavior: Your Bottom Line \u003c\/b\u003e\u003cbr\u003e  Behavior Toward Yourself\u003cbr\u003e  Why Set Goals, What Is in It for YOU?\u003cbr\u003e  Know What You Want\u003cbr\u003e  Group, Categorize, Prioritize\u003cbr\u003e  Are You Willing to Pay the Price?\u003cbr\u003e  SMART Goals\u003cbr\u003e  Creating a Goal Log\u003cbr\u003e  Taking Action\u003cbr\u003e  Monitoring and Measuring Your Progress\u003cbr\u003e  Behavior Toward Your Organization\u003cbr\u003e  Organizational Goals\u003cbr\u003e  Call-to-Close Ratios and Tracking Behaviors\u003cbr\u003e  Pay Time\/No Pay Time\u003cbr\u003e  Behavior Toward Your Buyers\u003cbr\u003e  The ABCs of Targeting\u003cbr\u003e  Retain and Regain Strategies\u003cbr\u003e  Gain Strategies\u003cbr\u003e  Attracting Buyers—Personal Marketing Plan\u003cbr\u003e \u003cbr\u003e  \u003cb\u003eSection C\u003c\/b\u003e\u003cbr\u003e  \u003cb\u003eC. Competencies: the “Buyer Focused\u003c\/b\u003e\u003cb\u003e”\u003c\/b\u003e\u003cb\u003e Velocity Selling System, Part 1\u003c\/b\u003e\u003cbr\u003e  The Four Steps on How Buyers Buy\u003cbr\u003e  The Four Universal Needs of Buyers\u003cbr\u003e  The Three Competencies You Need to Master First\u003cbr\u003e  Buyer Focused\u003cbr\u003e  Buyer Engagement\u003cbr\u003e  Buyer Empowerment\u003cbr\u003e \u003cbr\u003e  \u003cb\u003eSection C\u003c\/b\u003e\u003cbr\u003e  \u003cb\u003eCompetencies: the “Buyer Focused\u003c\/b\u003e\u003cb\u003e”\u003c\/b\u003e\u003cb\u003e Velocity Selling System, Part 2 \u003c\/b\u003e\u003cbr\u003e  Building Relationships\u003cbr\u003e  Building Rapport\u003cbr\u003e  Understanding Dominant Senses\u003cbr\u003e  Qualifying Buyer Opportunities\u003cbr\u003e  Setting Parameters\u003cbr\u003e  Uncovering Buying Motivators\u003cbr\u003e  Uncovering Financial Ability\u003cbr\u003e  Uncovering Decision Making\u003cbr\u003e  Summarizing\u003cbr\u003e  Prescribing Solutions\u003cbr\u003e  Prescribed Presentations\u003cbr\u003e  Let the Buyer Buy\u003cbr\u003e  Eliminating Potential Back Outs\u003cbr\u003e  Asking for Referrals\u003cbr\u003e  Maintaining Buyer Relationships\u003cbr\u003e  Exceed Expectations While Providing Added Value\u003cbr\u003e \u003cbr\u003e  \u003cb\u003eSection D\u003c\/b\u003e\u003cbr\u003e  \u003cb\u003eDisciplines: Doing What You Have to Do \u003c\/b\u003e\u003cbr\u003e  Discipline Toward Yourself\u003cbr\u003e  Discipline Toward Your Organization\u003cbr\u003e  Discipline Toward Your Buyers\u003cbr\u003e  About the Author\u003cbr\u003e \u003cbr\u003e  \u003cb\u003eReference\u003c\/b\u003e\u003cbr\u003e  Bibliography\u003cbr\u003e  The Step-by-Step “Buyer Focused” Velocity Selling System Reference Summary and Post-Call Review\u003cbr\u003e  Velocity Selling Virtual Training\u003cbr\u003e  The Salesman’s Prayer","brand":"Morgan James Publishing llc","offers":[{"title":"Default Title","offer_id":51359738691927,"sku":"9781614488170","price":14.39,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781614488170.jpg?v=1754125562","url":"https:\/\/bookcurl.com\/products\/velocity-selling-how-to-attract-engage-empower-buyers-to-buy-9781614488170","provider":"Book Curl","version":"1.0","type":"link"}