Velocity Selling T.V. Episode 19- Why Do You Go to Work?

Matthew: Welcome to Velocity Selling. This is episode nineteen. You’ve got your host, Matthew Whyatt here in Australia on the Gold Coast and we’ve got our founder, Bob Urichuck, up in Canada. Welcome Bob.
Bob: Thank you Matthew.
Matthew: Hey, so Bob, last time we left the audience with a question and that question was, it seems like a simple one, but so the question was ‘Why do you go to work?’
Bob: Exactly. And that’s a great question and that’s a great way to introduce this whole new segment of Velocity Selling. As you know over the last many episodes, it’s been all about attitude. Attitude towards yourself, attitude towards your organisation, attitude towards a buyer. Now what we’re gonna do is we’re gonna start a whole new section on what we call behavior. Behavior and the things we do on a daily basis, um, you might say, our habits. However, some of our habits are ineffective habits and what we’re gonna do is, we’re gonna learn about how to turn ineffective habits into effective habits. Things along these lines. But in Velocity Selling under behavior, we have three components: behavior towards yourself, behavior towards your organisation, and behavior towards your buyers. So what we’re gonna do in this first bit is we’re gonna focus on behavior towards yourself. Now, the greatest line I find I use to introduce this segment, and I ask this of audiences all over the world, and I know Matthew, you’ve asked this of your participants in Australia, what do people answer you when you ask the question: ‘Why do you go to work?’ What answer do you get?
Matthew: Well, straight away most of the time it’s ‘Go to work for money.’
Bob: Exactly. And that’s the answer I get all over the world. Then I teach people one of our questioning techniques. We call it the ‘Rule of Three Plus’. The Rule of Three Plus really means that you never, never, NEVER, accept somebody’s first answer, not even your own. As much as you’re telling me the truth, it’s not the real truth. The Rule of Three Plus is to listen to the answer, question the answer, listen to the answer, question the answer, listen to the answer, question the answer. By doing that, we’re going deep. For example, Matthew, Why do you go to work? Let’s just role play.
Matthew: Okay, well, uh, normal member of the audience, money.
Bob: Money to do what?
Matthew: Money to have things, to live.
Bob: Okay, but what do you need to have and what do you need to live? And we could play this game for quite a while, but you see the way the questioning techniques are going?
Matthew: Sure.
Bob: I’m listening to your answer. I’m not creating a new question, I’m listening to your answer and questioning your answers. What I’m gonna find out through an number of questioning and that’s why it’s the rule of three plus, is that, I’m gonna take you to realising that you have a lifestyle dream, that;s different than somebody else’s. Would you agree?
Matthew: Yes, absolutely.
Bob: It’s your lifestyle dream. And it’s your lifestyle dream. And the real reason you’re going to work is not the money, it’s the money that could help you realise that lifestyle dream. You see, work is nothing but a stepping stone to helping you get where you wanna go. The problem with most people and society is, they’re so busy out here, that they don’t take the time to come in here and ask themselves the most important question, of where do they see themselves in one year? Three years? Five years? Ten years? Twenty years down the road? Or how do they see their retirement? So, a big part of this is to understand that work is nothing but a stepping stone to helping you get where you wanna go. What we’re gonna do under behavior part one, is, we’re gonna help you define where you wanna go. Now, for a lot of people who are in the corporate world, corporations have done a fantastic job about teaching us about performance goals and performance evaluations. However, I have a tough time performing for somebody else, somebody else’s goals, if I don’t have a personal goal that I am trying to accomplish. So what I’m doing here is taking it back a step to the source of motivation. The source of motives to act is a goal. So what we need to do is set goals. So what we’re gonna start with in this whole episode, in the next episodes, is teaching people how to set goals. Not only the short term, medium term, long term, but it’s so that they can see themselves down the road and realise the little things they do today that will help them get where they wanna go tomorrow. And in this, we’re gonna bring in things called ‘Daily Behaviors’ or what I like to call, Daily Disciplines, to help you get where you wanna go. We’re gonna provide you with forms, tools, and all the information you need to set the best goals ever, but not just to set them, but to put them into action and make them a reality. And then we’re gonna take a look at your organisational goals. But first, it starts with you. Even though the process is similar, the way I teach it for you, the same process will apply for accomplishing corporate goals. But, I need to work with the foundation first and that is you.
Matthew: Well that’s fantastic Bob. Thanks very much. I’m actually really looking forward to this. I’ve gone through the training myself, but it’s great to have you here one on one, so I’m really looking forward to that. That will be episode twenty, so I’ll see you next week.
Bob: Alright, thanks a lot Matthew.
Matthew: Fantastic. Bye now.

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