Measuring What Matters

Measuring Sales Performance

What is one of the least effective questions a sales manager can ask when trying to measure sales performance?  ‘What sales do you have coming in?’ If you just heard yourself ask that question in the last week.  Stop it now! That is like asking a professional sports team what score they will have at the end of the game.  They know what they are going for, but it totally depends on how well they play the … Read More

Think Before You Speak

A big mistake that companies make in sales is not bothering to take the time to think about the best way to position what they are selling, creating a sales script for it and practicing their pitch. Sounds obvious right? Business owners and salespeople constantly surprise me by not taking the time to: Develop a succinct way of explaining what they do and who they help, Practice what questions they will ask in a sales … Read More

Even The Hobbits Knew Where To Go

Hobbit Knew Where to Go - Sales Process

What happens when there is uncertainty about the next step in the sales process? Nothing – slow to no sales, no control of the sale, elongated sales cycles and management unable to ask anything more intelligent than “What sales have you got coming in?” I was once asked to help a company raise their sales through sales training. They wanted to make more sales. Simple, right? So, the first thing I did was interview all … Read More

Salespeople are a waste of [email protected] money!

Salespeople are a waste of money

Yep, that’s what I was told. Let me tell you the story. I was speaking with a potential client recently and they told me with a great deal of emotion that salespeople are a waste of f&*#king money. Of course, I was intrigued and asked what he meant and he went on to tell me that they have employed a few in the past, costing hundreds of thousands of dollars for no result. My next … Read More

Velocity Selling TV – Episode 66 – Step 5 – Decision Making Process

sales decision making

Decision making, the best part of the sales process for any sales person (should the decision go in the salesperson favor, or at least give them a lesson). This week’s episode of Velocity Selling TV will take viewers through step five of the Velocity Selling System, the decision making process. Watch now for insights on the decision making process. Try Velocity Selling for Free Exceprt posted From http://www.velocityselling.com/velocity-selling-tv-episode-66-step-5-decision-making-process/

Velocity Selling TV – Episode 62 – Build Rapport – The first and most important step.

Sales Rapport

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

Velocity Selling TV – Episode 60 – We don’t do Brochures

Understanding your customer is absolutely vital to success in any venture. Not only will it allow you to ensure they are a good fit for your business and your business is a good fit for them, it allows you to truly get to the root of the problem or issue you are there to help solve. This week’s episode of Velocity Selling TV shares the important stage of getting to know your customer or potential … Read More

Unlocking Your Salespeople’s Potential

unlocking potential

Are you frustrated that your sales team are under performing or your business is not growing as quickly as you would like? I want to tell you the story of how David (not his real name) seemed to hit a ceiling relating to the number of effective salespeople he could have in his business, causing sales to flatten and frustration to take over. David was frustrated that he was not able to continue to grow … Read More

Velocity Selling TV – Episode 55 – Listening Pt1

Sales Training Episode 55

Sales experts Bob Urichuck and Matthew Whyatt join together again this week to discuss one of the most crucial elements to any sales process: listening. Yet, great listening skills come with practice. When you can gather your fellow sales team or your working partners, you can really prepare yourself for anything that can happen in the live sales environment. Not only does a sales person have to know and implement excellent listening skills, they will … Read More

Veocity Selling TV – Episode 52 – Watch Out for Wishy Washy Words

Sales

As a salesperson, you have had the encounter with a sales prospect or a client where wishy-washy words come into the mix. Things like, ‘Maybe’, or ‘I’ll think about it’, or even ‘That’s interesting’. These are common words that will send any salesperson a confusing message. For some, it may send the signal that your prospect or client is committed. Yet, as a person in the sales industry, you should realise that you do not … Read More