Description
Book SynopsisThe 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
Trade Review""
Velocity Selling 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.""
-Brian Tracy, Author -
Unlimited Sales Success ""Systems and procedures make the world go 'round. The
Velocity Selling 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!""
-Tom Hopkins, Author of
How to Master the Art of Selling “No matter what profession, business or industry you are in, you will need sales to survive.
Velocity Selling provides 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.”
-Chris Atack. Manager, Sales Ottawa Senators Hockey Club
“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.
Velocity Selling guides you through that step by step process in an easy and enjoyable manner.”
-Ram Ganglani - Founder, Right Selection - Middle East and Near Asia.
""Velocity Selling -- It’s your bottom line – want to make a difference NOW? Apply Bob Urichuck’s “Buyer Focused
Velocity Selling System…and watch your sales and profitability grow!""
-Claude J. Joncas, Director of Sales, Bombardier Recreational Products
""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.”
-Matthew Newham, Managing Director, Delta Change Management and Scotland Country Leader, XL Results Foundation
""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”
Velocity Selling 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!”
-Yaqoob Al Zarooni, Chief Human Capital Of?cer, Dubai Properties LLC, (U.A.E.)
Table of ContentsPreface
Introduction
The Four Categories of Success
Section AAttitude: 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 BBehavior: 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 CC. Competencies: the “Buyer Focused” Velocity Selling System, Part 1The 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 CCompetencies: 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 DDisciplines: Doing What You Have to Do Discipline Toward Yourself
Discipline Toward Your Organization
Discipline Toward Your Buyers
About the Author
ReferenceBibliography
The Step-by-Step “Buyer Focused” Velocity Selling System Reference Summary and Post-Call Review
Velocity Selling Virtual Training
The Salesman’s Prayer
