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

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 74 – Tools for Success

In the latest episode of Velocity Selling TV, Bob Urichuck and Matthew Whyatt share the tools that everyone can use for success. Everyone, especially if you are in sales, can truly benefit from the worksheets that are a part of the Velocity Selling system. These tools for success help you keep on track to reaching your goals with breaking down the daily disciplines which will help you in your personal and work life goals. No … Read More

Velocity Selling TV – Episode 71 – Discipline Toward Yourself

Sales Discipline

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. Many famous and/or wealthy people in society will have a strict daily routine. For most, it’s a strict morning routine. Doing the same tasks each day will help you structure your life for success. Being sure to stay motivated, … Read More

Velocity Selling TV – Episode 68 – Step 7 Prescribing Solutions

Sales Solutions Prescribing Solutions

The seventh step in the Velocity Selling System is what all salespeople should be doing after they have completed steps one through six, and that would be prescribing solutions. As a sales person, you should consider yourself to be a doctor of selling. Why? Because any doctor that prescribes without understanding the diagnosis is committing malpractice. As a salesperson, you want to make sure that you fully understand what your buyer needs for their business … Read More

Velocity Selling TV -Episode 67 – Step 6 Summarising

Sales Recruitment and Coaching with Matthew Whyatt

After going through each of the first five Velocity Selling System steps, build rapport, setting parameters, uncovering buying motivators, uncovering financial ability, and uncovering decision making, we are brought to the sixth step: summarising. The summarising step is a crucial part of the Velocity Selling System because this is where you will summarise everything you and the potential buyer have discussed and where you as a salesperson need to decide if you can truly help … 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/