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