Building rapport with your potential client is one of the most important and vital steps to effectively communicating as well as being a key component to being a salesperson. In order to achieve the eight steps within the Velocity Selling system, you must first start with building a solid foundation of rapport because the entire system relies on this first step. When you are building rapport with a customer, there are several techniques that you … Read More
This week with Velocity Selling TV, Matthew Whyatt shares the importance of building a relationship with the client and how to continue that growth. Fostering and nurturing your relationships are a key component in the sales industry. Once you can take a step back to realise that you are dealing with people, human to human, you can ensure that you are respecting their time, actively listening, and adding value to the conversation. Try Velocity Selling … Read More
Conversation with a stranger is up there on the ‘scariest thing ever’ list for a majority of the population. A recently concluded study found that in its nationwide sample a full 74% of people were confirmed sufferers of speech anxiety or Glossophobia/Sociophobia. Speech anxiety is usually ranked above escalators, deep water, insects and even death in the ‘Worst Human Fears’ index. So there’s a pretty good chance that the butterflies in your belly before … Read More
Open ended questions will tell you exactly how to sell to any prospect.
I was with a sales training client this week and challenged the sales team to come up a few open ended questions that could draw the client in to the conversation. (An open ended question cannot be answered with a yes or a no.) Because without the client being involved in the conversation you are not going to get very far in the world of sales.
Bob Urichuck is the author of the best-seller “Disciplined for Life: You are the Author of Your Future” and two new books: “Velocity Selling” and “Motivate Your Team in 30 Days.” He is the founder of the “Buyer Focused” Velocity Selling System–one of the most advanced interactive video-based virtual learning systems available in the world today. […]
It is reported by Forbes that Robert Downey Jr got paid close to $75 Million dollars last year. Do you think he winged it? ( Iron Man pun) Of course he had a script. I have always developed scripts for me and my sales teams because it is the perfect way to capture and leverage the best sales conversations. We make sure there are parts of the script that allow for free flow conversation but … Read More
Voicemail is dead! No One returns calls. I have heard this from a number of sales people in businesses that I work with and in my own sales rooms over the years. Voicemail is not dead, you just suck at it! Do your voicemails motivate people to call you back? Or do you imagine them diving behind the couch and hiding from the phone when they see it’s you calling? Let’s talk about your voicemails … Read More
Over the years I have told every salesperson that I have trained that once you have made contact with the client you need to stand and walk around. I found that they were more interesting to listen too, more creative and have a better chance of making a connection with the client than when sitting down. A recent study from Stamford University has now proven it with real science. If you are a sale person that … Read More
I believe that the phone is the single most powerful tool in making a personal and impactful connection with your potential clients outside of being face to face. If you caught my previous blog post I was recounting to you the worst sales call I had ever encountered and that got me thinking. I wrote about the key elements that the person did wrong in the 32 seconds that the call lasted. In the next … Read More
Thank you random call center person I now have a recent example of crappy sales technique that I can deconstruct and then in future posts offer my ideas on how this call could be fixed. So here is the situation that happened today. The person called me and said “Hello is this (My Mobile Number)?”(Being the number they just called on). Then they said they are from the (telephone company) do you have time? I … Read More
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