velocity selling keynote for ottawa business summit
DESCRIPTION
Stop Selling & Telling, Start Engaging Buyers to Buy. Velocity Selling Keynote for Ottawa Business Summit 2014TRANSCRIPT
Sales Velocity. Your Bottom Line. Our Passion.
Stop Selling and Telling, Start Engaging Buyers to Buy
The Ottawa Senators present
with Bob Urichuck
Sales Velocity. Your Bottom Line. Our Passion.
The World revolves around Sales. Buyers are everywhere. What are you doing to help them Buy?
velocitysellingbook.com
Sales Velocity. Your Bottom Line. Our Passion.
4 Steps To Success
Sales Velocity. Your Bottom Line. Our Passion.
Know Your Rights
A.S.K. F.A.I.L. B.A.F.A.R
Inside Out versus
Outside In
Results
Beliefs
Attitudes
Feelings
Actions
Sales Velocity. Your Bottom Line. Our Passion.
Who am I ?
Identity Role
3 3 9 9 0 0
Sales Velocity. Your Bottom Line. Our Passion.
Who am I Without Roles?
Identity Role
3 3 9 9 0 9
Sales Velocity. Your Bottom Line. Our Passion.
Behaviour Toward Your Buyers
Buyers
R.O.T. I.
bsolute
eneficial
onvenient
Revenue
20%
80%
80%
20%
B
Sales Velocity. Your Bottom Line. Our Passion.
The Buyer’s System (Assumptions)
1. Mislead the salesperson
Don’t return calls or e-mails 4. Hide
2. Get as much information from the salesperson as possible
3. Mislead the salesperson again
“No need, just looking”
Free consulting
“I’ll get back to you”
Sales Velocity. Your Bottom Line. Our Passion.
1. Buyer Focused
2. Buyer Engagement 3. Buyer Empowerment
C Three Key Competencies to Master The “Buyer Focused”
Velocity Selling System
Sales Velocity. Your Bottom Line. Our Passion.
1. Build Relationships
2. Qualify Buyer Opportunities
3. Prescribe Solutions
4. Maintain Relationships
C 4-step “Buyer Focused” Velocity Selling System
Sales Velocity. Your Bottom Line. Our Passion.
“Nobody cares how much you know until they
know how much you care” Theodore Roosevelt
The Bottom Line…
Sales Velocity. Your Bottom Line. Our Passion.
bobu.com
velocitysellingbook.com