If You Want to Make More Sales, Try Following Up Fewer People

Following Up in Sales - Less is More

If you want to make more sales, you should be following up fewer people. Wait! Hang on!  I keep hearing that sales is a numbers game. Let me share a story with you that may have you seeing the truth in the above. One of my first sales roles was selling software over the phone. I started out a bit wobbly, it took me a full month to close my first sale. (The rule in … Read More

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

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

Velocity Selling TV – Episode 72 – Discipline Towards Your Organization

Sales Organization

Back again with Velocity Selling TV, Bob Urichuk and Matthew Whyatt share the importance of Discipline Towards Yourself in episode 71. Having self-disciplines incorporated into your day to day life is a crucial part to success. In business you must have discipline. Learning how to break down your overall goals within the organisation to your daily disciplines will enable you to not only reach those goals, but to be an overall success. Set out timelines, … Read More

Velocity Selling TV – Episode 70 – The Cheat Sheet

Sales Cheat Sheet

Over the last few weeks we have covered the steps in making the perfect sale. There are 8 total steps that make up the guide for the selling system. We have provided these steps for download in this post. Make sure to stick these steps in the beginning of you sales notebook. That way they are always available for you each time you make a sales call or find yourself taking notes during a sales … 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

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

Velocity Selling TV – Episode 54 – Objections Pt 2

Sales Training - Overcoming Objections

Are you creating your own objections? Join Bob Urichuck and Matthew Whyatt again this week with Velocity Selling TV: Episode 54- Objections Part 2. They dive into where most objections sales people receive actually stem from – within. As a salesperson if you are getting the same objections time and time again, chances are you are projecting that objection subconsciously to your prospects. Writing down your objections will give you the opportunity to compare them … Read More