Velocity Selling is a non-traditional approach to sales. 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 step-by-step systematic approach to engaging and empowering buyers to buy, if they are qualified Disciplines: practices that need to be…mehr
Velocity Selling is a non-traditional approach to sales. 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 step-by-step systematic approach to engaging and empowering buyers to buy, if they are qualified Disciplines: practices that need to be maintained for continuous success The goal of the book is to help increase your bottom line while shortening your sales cycle, and put you in control of the sales process while building and maintaining relationships that will become your secondary sales force.
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.
Inhaltsangabe
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
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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