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

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

How To Free Your Business From Recruiting The Wrong Salespeople

Most us know that recruiting the wrong salespeople can have a devastatingly negative impact on your business. Carrying the costs involved with hiring the individuals – advertising, recruiting and induction – can be problematic. Especially if you have to provide for these costs again if the new hire does not work out. An employee that’s the wrong fit may also come with hidden costs. Think about the hours of wasted time and loss of productivity … Read More

How to Follow Up Without Being a Pain in the A$#@!


In this story, I will take you through how a client of mine was able to follow up a client for 10 months and eventually win the business without being a pain in the arse. Oh, and the last 6 of those months he received no response to emails or phone calls. So, if you want to learn exactly how you can win more business stay tuned. Last year, my client got the opportunity to … Read More

Velocity Selling TV – Episode 61 – Be a Doctor of Selling

Sales Meeting

There are four techniques all salespeople need to know in order to build a relationship with their customer. Join Matthew this week to find out the four steps salespeople will need to take in order to begin building a relationship with their customer, the right way. And it all starts with being a doctor of sales. Salespeople all understand the importance of relationships with their customers can be. In fact building solid relationships are vital … 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 53 – Objections Pt 1

Video Sales Training Podcast

In the latest episode of Velocity Selling TV, Bob Urichuck and Matthew Whyatt dive into one of the biggest obstacles for any salesperson: handling objections. In the sales field, there will always come a time when you will need to face an objection from your prospect. When that time comes, it’s time to put all the traditional methods and old school training behind you and start handling objections the Velocity Selling way. As sales is … Read More

Velocity Selling TV – Episode 51 – The Magic Wand Technique

magic wand

As a salesperson, sometimes you just wish you had a magic wand to get your client or prospect to tell you what they really, truly want. With the latest episode of Velocity Selling TV, we bring you the magic wand technique to use for those times to get your prospect to open up a little more. Since one of the major things a salesperson is required to do is build a great rapport with your … Read More

Velocity Selling TV – Episode 44 – How to Engage Buyers

engage buyers

How to engage buyers is yet another crucial part to the Velocity Selling System. How can you engage your buyers? In order to fully engage your buyers you will have to ask questions. Asking questions will help you to discover the needs and wants of your buyers. Yet, asking questions does more than engage your buyers. Asking questions will enable you to be in control of the conversation. Staying in control of the conversation is … Read More