Velocity Selling TV – Episode 70 – The Cheat Sheet

Sales Cheat Sheet

In the latest episode of Velocity Selling TV, Bob Urichuck and Matthew Whyatt discuss the ultimate sales cheat sheet.


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Velocity Selling TV Episode 70 – The Cheat Sheet

Bob: Welcome to Velocity Selling TV.This is Bob Urichuck located in Ottawa, Canada and Matthew Whyatt located in Gold Coast, Australia. Welcome back Matthew.

Matthew: Thanks very much Bob.

Bob: Matthew I really am thankful for all the time you’ve taken over the last few weeks to explain the buyer focus velocity selling system you took people through all eight steps. And I think we concluded last week that we were going to share the sheet with everybody. The cheat sheet is really a summary of the velocity selling system and a close call review and how how has this cheat sheet ever helped you Matthew or how have you used it in the past?

Matthew: Actually Bob I took your advice and I printed it out stuck it in my in my notepad and went ahead and I was going through a meeting actually one particular situation. I’m giving the person to uncover their buying motivators which you know is step three. Gone through build rapport step one, set parameters step two, and now the buying motivators. And I went ahead and I wanted to move into how they make a decision. I almost said that and I realized where I was up to. I remembered that I needed to. I had a visual of the process on Step Four was financial ability. I asked that question. I tried to divert. I came back and did some bracketing and really got clear about that particular element. So in that in the cheat sheet we actually have the questions in here. And so I because I’m a visual person I remember a picture in my mind asked the question and moved through the process much much better. So so guys if you’re watching this if you’re if you’re in sales or a business owner do you go ahead and download it. We’ve got it below. Go through the process if there are steps or guides to move through that if you don’t do it if you try to do it out of order you’re going to lose. Simple as that.

Bob: Well here’s the thing Matthew it’s it’s not only the process the follow through but after your call. Use it as a post call review and identify what went well what didn’t go so well. What would you do differently the next time. Yes don’t forget there is an outcome of every sales call and the five positive outcomes Matthew you remember them?

Matthew: Of course. So it’s a yes, a no, a clear future, also you got a referral and the last one is well it’s actually unclear future is that it is one of the outcomes and we don’t want that. That’s the worst thing we want to get.

Bob: Or if we didn’t get any of them we failed and if we failed we’re there…
Matthew: and that’s where we learn something.

Bob: Yeah that’s what the post call review is all about. What this cheat sheet is all about to help you guide you through the process and then afterwards go through it and see if you clicked that all in because you see you didn’t learn how to ride a bicycle in a seminar. You’re not going to learn the velocity selling system between these TV episodes. The real reason the real way to learn it is to actually actually get in the online training take the videos understand them do the workbook exercises apply it in real life come back get some coaching and some feedback on where you did not do well or where you do well and keep moving forward. It’s an ongoing continuous behavioral change. So we want to see you succeed. And this is one of the ways to help you succeed. It’s a little tool. Another of many tools that we have for you.

Matthew: That’s perfect Bob So yeah look what I’d like to encourage everybody is to just go below the video. Click on the link to sign up for seven day free trial.The that the training goes into a great deal of depth about all the areas if you want to find this particular section has competencies part two. So do go through that. So we’ve got attitudes, behavior, competencies, and disciplines and the last part is to really understand what is going to take to really put this thing into action and make sure you’re at the top 1 percent of your game.

Bob: You got it. And that’s all about discipline a commitment to the most important person in the world doing what you have to do even when you don’t want to do it. Matthew I don’t want to say goodbye for this week. I’m pretty excited about it all but I do look forward to seeing you next week. And we’re going to dive into discipline.

Matthew: Fantastic.

Bob: Have yourself a great week Matthew.

Matthew: You too Bob. Bye for now.





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Velocity Selling TV – Episode 68 – Step 7 Prescribing Solutions

Sales Solutions - Prescribing Solutions

In the latest episode of Velocity Selling TV, Bob Urichuk and Matthew Whyatt discuss the penultimate seventh step in a sale, prescribing solutions. Also, don’t forget to download the free guide available below the video.


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Bob: Welcome back to Velocity Selling TV. My name’s Bob Urichuck, I’m located up in Canada, actually Quebec, Canada, just outside the nation’s capital Ottawa and I have my good friend Matthew Whyatt down on the Gold Coast of Australia. Welcome back Matthew.
Matthew: Thanks very much Bob.
Bob: That’s great Matthew. Over the last number of episodes we talked about the Velocity Selling System. From episode 62 I believe, step one building rapport, step two setting the parameters, step three uncovering buying motivators, uncovering financial ability in step four, step five uncovering decision making, last week we summarised step six summarising the whole process and in the summary we decided to proceed, we can help this buyer so we’re moving forward with a prescription. What are prescriptions all about Matthew?
Matthew: Well prescription as I said before we use the word prescription quite deliberately not presentational. We use the word prescription because we see ourselves as doctors of selling, because if you get a prescription from the doctor and he hasn’t diagnosed your problem, it’s malpractice. So we want to make sure that we don’t just decide that our widget, or our thing that we are selling is just the only thing that we’ve got to sell, it actually fits with the customer. We’ve qualified them in or out for ourselves not the other way around when the buyer says we don’t want you. We want to make sure there’s a few things here. When you go into this presentation meeting if it’s the same meeting then you don’t need to do this, but if it’s a future meeting where you are presenting a proposal, in a lot of larger environment’s you do need to do that, you want to make sure you start the meeting with understanding that something has changed. Mr. Buyer has anything changed since the last time we spoke? Now I’ve been in sales situations where the salesperson, myself has gone and given the big dog and pony show because it’s been a number of weeks in between thinking that I am absolutely crushing it, get to the end, ask for their order, try to get them to buy because I wasn’t fully involved in the Velocity Selling System at that time, and they’ve said actually we’ve had a change of circumstances, we can’t do this anymore.
Bob: Yeah.
Matthew: And I’m just thinking, I’ve just spent an hour doing my best work and they don’t want it. So make sure that nothing has changed. It’s a super important part about the prescription process.
Bob: So what you’re saying is the beginning is summarising everything that you’ve left with.
Matthew: Absolutely.
Bob: in other words, whatever your summary was last week, well you start by that summary today and you open. That’s your beginning. Alright, great. So we summarise that and then we move forward, nothing’s changed.
Matthew: So we figured out that nothing’s changed and say look, last time and throughout our conversations we’ve identified these four or five or two or three major issues. You want to ask them what they want you to solve first. Once again it’s not about you and your presentation, your dog and pony show, it’s about them. And they might say well this is actually the most important thing and we move to that and solve it. And then ask them what’s next and then solve it. And then ask what’s next and then solve it. Giving them the perception of control of the conversation whilst making sure you’re on track only dealing with their issues. That’s the point.
Bob: Jackpot.
Matthew: Don’t talk about the speed or connectivity or whatever it is, talk about only their issues in their business outcomes.
Bob: In other words, sell today, educate tomorrow is the rule.
Matthew: Absolutely.
Bob: Sell today, address the issues only. Don’t talk about the other bells and whistles, that’s the educate, that can happen tomorrow. That’s when you bring the client more value. That’s excellent Matthew. You’ve got the beginning where you summarise, in the middle where you look at their biggest challenges, let them tell you which ones, you give your solutions to each of them, that’s great, what happens next?
Matthew: So really if you’re asking for the business at this stage we want to test the water. One of the techniques, there’s a thousand techniques that you can use, one of the ones that I like to use is the scale of one to ten. Are you happy with everything that we’ve spoken about today Mr. Buyer? Yes I am. Look, just so I can understand on a scale of one to ten, one is I’ve completely missed the mark and ten is you’re ready to get started, where are you? If it’s under a 6, then you take the fall. Sorry obviously I’ve messed up here somewhere, what areas did I not address? If It’s over 7, we want to ask the question, what would take you to get from a 7 to a 10? What are the two or three things? I always ask two or three things so the person will go a bit deeper, using the rule of three plus. What are two or three things that will get us to a ten? If they say a nine, I generally, jokingly with a smile on my face, I say Mr. Buyer, are we generally working on a scale of one to nine here and ten doesn’t exist? Bit of a laugh bit of a smile. Alright then, the last question is really simple. How would you like me to proceed?
Bob: Yeah, in other words, you’ll let the buyer buy.
Matthew: Let the buyer buy, exactly.
Bob: That’s fantastic. You just empowered the buyer, what would you like me to do next? That’s fantastic Matthew. So we start with summarizing to make sure that nothing has changed, we let the buyer identify the process of which ones they want solved, which problems they want solved first, we address that, we address only the issue- we sell today, educate tomorrow. Then we check the temperature on a scale of one to ten, zero no interest, ten they’re already using it, under six take the blame, seven, eight, nine, what’s it going to take to get you to a ten? Address it and as you said a nine you probably say it’s fair you work on a scale of 1-9, ten doesn’t exist, you have a little laugh and then you ask the closing question, what would you like me to do next? And then you empower the buyer to buy. Absolutely fantastic Matthew, another great episode, another great week, and I wish you another great week ahead. Next week we talk about the last step in the Velocity Selling system, step eight, maintaining relationships or account development. Look forward to seeing you then, have a great week Matt.
Matthew: Thanks Bob, bye for now.





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Velocity Selling – Episode 67 – Step 6 – Summarising

Sales Decisions

In the latest episode of Velocity Selling TV, Bob Urichuk and Matthew Whyatt discuss the sixth step in a sale, summarising. Also, don’t forget to download the free guide below the video.


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Velocity Selling TV Episode 67: Step 6- Summarising
Bob: Welcome back to Velocity Selling TV. My name’s Bob Urichuck up in Canada and we’ve got Matthew Whyatt down in the Gold Coast of Australia with us today. Matthew how’s it going mate?
Matthew: G’Day Bob. Very well thank you. How are you?
Bob: Excellent, excellent. Well Matthew we took a look at the different steps, we started in episode 62 with the Velocity Selling System, we are going to cover eight of them, we talked about step one: building rapport in episode 62, and each one consistent. Step one, build rapport, step two, set the parameters, step three, uncover buying motivators, step four uncover financial ability, step five uncover decision making process. Now we’re in step six, summarising. I just summarised the first five steps of the Velocity Selling System. What do we do when we summarise now? So we’ve heard all their issues, the last thing we did is we got their decision making, when they’re going to be making it, whose going to be making it then you move into summarising. How do you do that? What do you say? What do you get into?
Matthew: Well Bob it’s about making sure that we’re providing a platform for the customer and the buyer to make sure that we understand everything and all of their challenges. So we summarise by talking about their buying motivators, and buying motivators is what problem or what outcome we’re trying to achieve here for them and the categories and the success indicators of that. We want to talk about the financial ability or their finances. We want to talk about how they’re going to fund it. We also want to talk about the decision making process so we summarise that and ask is that accurate? Yes it is. So we want to then move and remind them that at the beginning of the process we agreed to work on a yes no basis. Is that still the case? And then we want to move into and make sure that we’re operating with the dominate sense of the client. We want to be saying can you see that? Can you feel that? Can you hear what I’m saying? And then are there any other issues or problems we’ve not discussed? Once again another time creating a platform to bring forward Oh, by the way we’ve got this or these things are actually occurring now. And then of course we want to make sure that when we come to doing a prescription or presentation we want to make sure that we understand what they expected. If they just want us to come in there with a price or they expect a full dog and pony show with their board. We need to understand that. We need to make sure that we understand all of the elements inside the business and what they’re expecting when it comes to presentation or prescription.
Bob: Ok so Matthew we summarise they’re major pains, we summarise their financial ability, their decision making process, we talk about yes, no. And this is where you as a salesperson have the opportunity to help them or not and you can say, do you remember Mr. Buyer, that I said I would be honest with you and I would tell you whether I could help you or not? Well your budget is not enough, or we can’t solve that problem. And this is where it gives us an opportunity to reject the buyer while maintaining a relationship for future opportunities by helping them any way we can. This is, you might say, the summary of the qualifications step. First we build rapport, we get the trust. We set the parameters, how we’re going to work together, and of course this is the whole qualification process. The problems, the budget set aside, the decision making capabilities. We are in a position whether we can help them or not. We can’t we tell them, we don’t waste their time. We help them however we can. If we can, we tell them and we move over and get their presentation expectations and away we go. Did I summarise that exactly the same way?
Matthew: Bob, as I’ve said in previous episode, you should probably write this down somewhere.
Bob: That’s fantastic. Everybody should know that Matthew’s going through the process of what we call certification. And there’s no better way than to certify people than to put them on video, out to the world, to see how they go. So maybe at the end of all of our episodes Matthew, we should ask the listeners is Matthew certified now or not?
Matthew: Or just certifiable?
Bob: Certifiable would be the question. I think you are and I don’t think there’s any fear there. Thanks again Matthew, have yourself a great week ahead and I look forward to seeing you next week where we’ll talk about should you decide in your summary to move on to your presentation, actually we call it a prescription. We’ll talk about that next week. Thanks for your time, have yourself a great week Matthew.
Matthew: Thanks Bob, bye for now.





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

sales decision making

In the latest episode of Velocity Selling TV, Bob Urichuk and Matthew Whyatt discuss the fifth step in a sale, decision making. Also, don’t forget to download the free guide below the video.


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Velocity Selling TV Episode 66: Step 5- Decision Making Process
Bob: Welcome back to Velocity Selling TV, episode 66 on decision making. Over the past few weeks we started episode 62 to identify the steps of the buyer focused Velocity Selling System. Step one build rapport, step two set the parameters, step three uncover buying motivators, step four uncover financial ability and today in episode 66, it is uncover decision making. I’d like to welcome Matthew Whyatt in Australia to help us get through the decision making step. Matthew welcome back.
Matthew: Thanks very much Bob. I really appreciate it. I’m really enjoying going into this more of a deeper dive when it comes to each one of these elements it’s so important. This eight chapters that we go through, if this is the only thing you watch with Velocity Selling, this is a key way you can improve your sales. Decision making process, super simple stuff. What we want to do is once again, you’ve moved through financial ability, you know what you want to spend, you’ve got a bracket, you’ve got some sort of idea about their budget, review their problems again, review their budget again, and then simply ask the question that I love to ask, and I’ve been asking this question for twenty years, So other than yourself, is there anyone else involved in decisions like this? Or other than yourself, is there anyone else involved in the decision making process? What it does is a couple of things, it respects that they’re involved, but also gives them the ability to tell me about other people. If you just say can you make a decision, it challenges their position in the business. It opens up the possibility that actually statistics is, business is between a hundred and to five hundred individuals require seven people to be involved in almost any decision requiring any new budget. That’s a really important thing to know and to start involving whether it’s a committee or a group or board and then you try to sit on their side and help them win that through their decision making process. That’s how we actually want to make sure that we’re uncovering that decision making process. Bob have you got anything else to add?
Bob: Yeah, the biggest question of all. When will you be making a decision?
Matthew: Of course.
Bob: Now Matthew let’s discuss when. Now I know you’re waiting on this one. Why is when so important?
Matthew: Buying cycles, especially in large B2B environments are so long and so painful that a lot of times sales people often find themselves disheartened by this future, this horizon that seems to continue stretching out forever and a day. If we get really clear on when, then it sets the emotional position for the salespeople and also gets the buyer to commit, because remember, everything the buyer says is true and correct and everything the salesperson says is questionable as far as the buyer is concerned. So we want to make sure that they are telling us what their timeframe is and then we of course can understand why that time frame exists.
Bob: Of course. And also from a point of view, when do we want to present? If they’re going to make a decision, six months from today, let’s not waste their time doing a presentation today. If anything, we’ll get back to them later, let them visit other competitors if they need to and we’ll come back in six months and finalize the deal then.
Matthew: Absolutely. It also respects, and I’ve said this to customers, if it’s not going to be for another quarter or six months or whatever it is, it’s not unreasonable to think that things might change between now and when you’re going to make a decision, how about I come back then, ask a few more questions so we can provide you exactly what you need at that time, and we can go from there. Does that sound reasonable, yes it does, and boom, you’ve moved out of there, you’ve kept your powder dry if you like, and you can actually really nail what they need at the time when they need to make a decision.
Bob: The only comment I would make on that Matthew is I would engage them to give me a commitment of what they would like to see in the process, you know, their whole decision making process and when would be a good time to come back. Again, the customer leads and I think you’re eluded to that, it’s all about the customer, their time scale, their schedule, their time, we’re there to make sure to get a commitment, or to get a clear future because we’re certainly not going to get a yes or no today.
Matthew: Absolutely, great point Bob.
Bob: That’s fantastic. So there we go, we just covered step 5, decision making. We’ve talked about rapport, set the parameters, buying motivators, financial ability, decision making, and next episode what we’re going to do is we’re going to pull it all together and we’re going to summarise and the summary step is a very important step, so please join us next week for episode 67 on summarising.
Matthew: Fantastic.
Bob: Thanks again, have a great week.





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Velocity Selling – Episode 65 – Step 4 – Financial Ability

sales, recruit, coaching

In the latest episode of Velocity Selling TV, Bob Urichuk and Matthew Whyatt discuss the fourth step in a sale, financial ability. Also, don’t forget to download the free guide below the video.


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Velocity Selling TV Episode 65: Step 4 Financial Ability
Bob: Welcome back to Velocity Selling TV. My name is Bob and we have Matthew Whyatt with us from Australia. Matthew, have you had a great week?
Matthew: Sure have Bob, how about yours?
Bob: Absolutely fantastic. Every day is a great day as you know. Well Matthew, we’ve been taking people through the Velocity Selling System: Step one, building rapport, step two setting the parameters, step three, uncovering buying motivators, and now we’re going to get into step four, uncovering financial ability. This is where we talk about money and it’s not us talking about money it’s who Matthew?
Matthew: Well it’s always going to be the buyer because everything we as a salesperson says is questionable, everything the buyer says is brilliant and true. So we want to make sure they’re speaking more about their problems and their finances than we are. So of course we want to make sure that we’re not the ones to put money on the table first. So how we do that? With financial ability, the first step, each one of these sections have steps in and of themselves. The first step of financial ability when you’ve mentally moved on, you understand all of their problems, you’re mentally moving on to start talking about money is you want to actually start reviewing the two or three main problems that they’ve got. So you review that and then you ask a question, have you got a budget set aside to address these issues? And so what you want to do in your sales room or for yourself if you’re a one man operator watching this, is go ahead and write out ‘Yes, we’ve got a budget, this is what it is,’ if they say ‘No, we don’t’ or what are the other potential answers. Maybe sit down with someone at a café and say, ok, if I’m going to ask you if you’ve got a budget set aside, what are two or three, five, answers that you could get. Normally, it’s going to be a yes or a no or I’m not going to tell you or you tell me your price first or whatever it is, do go ahead and script that out. So what we want to do next if they don’t want to tell us, is would you mind, if they do say, ‘Yes we do,’ would you mind sharing that with me in ballpark figures? It’s about partnering and ballpark figures is less intimidating, I think you already said that in a previous episode. So we want to do that and if they say no, we don’t have a budget set aside, this is actually, I’ve used these exact words, No, we’ve got no budget, I said, well how do you plan on proceeding? And just ask, and shut up.
Bob: Yeah.
Matthew: And then I’ve actually had the person go, oh well we can find the money if it’s important and whatever it is, but we don’t have a specific budget set aside for this issue. And that’s a really important thing to get them to. Sales people often feel deflated at that stage. You need to go back really quickly and ask them how they are going to fund it.
Bob: Exactly.
Matthew: That’s a real important part.
Bob: Yes, and if you can’t get an answer to that, what other steps could you use?
Matthew: That’s right, so I use price ranges or bracketing, so do you see this in 5,000 to 10,000 dollars or 10,000 to 20,000 dollars, and just by pushing a bit harder than that. Because remember, most people are lazy thinkers. If I said to you ‘How are you this morning?’ Most people are like ‘yeah, fine’, but even if your leg was off, I’m fine, because people are lazy thinkers. So if you push a bit harder on some of the questions you need to understand, and have answered for you, you’re going to actually get the answers you need.
Bob: Alright, well that’s fantastic Matthew. We talked about buying motivators last week and financial ability this week, it’s all about the buyer, it’s their problems, it’s their price and it’s us to qualify the buyer. It’s not the salespersons responsibility to provide solutions yet, only qualify the buyer. By qualifying we have to understand what their problems are and how much money. And of course, the next in episode 66 we’re going to talk about decision making. So Matthew, I will see you next week and we’ll get into uncovering decision making as part of the qualification process.
Matthew: Perfect Bob, talk to you later.
Bob: Thanks. Take care, bye-bye.




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Velocity Selling TV – Episode 64 -Step 3 Buying Motivators

Sales, Buying Motivators, Coaching

In the latest episode of Velocity Selling TV, Bob Urichuk and Matthew Whyatt discuss the buying motivators in a sale. Also, don’t forget to download the free guide below the video.


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Velocity Selling TV Episode 64: Buying Motivators
Bob: Welcome back to Velocity Selling TV. Hi, this is Bob and I’ve got Matthew down in Australia with me. Today we’re going to talk about episode 64 and it’s all about buying motivators, Step three in the Velocity selling system. Welcome back Matthew.
Matthew: Thanks very much Bob. As we move through these steps I really want to encourage everybody to think about these are gates, these are steps, and we can’t go through to the next one unless we do everything we need to do in the previous step. That’s really important. Today we’re talking about buying motivators.
Bob: Just to add one thing, and even because this is our third episode since we did Build Rapport, we should always be demonstrating that at the beginning of our session to build a little rapport because you do have to start from the beginning. Every meeting, would you agree/
Matthew: Yeah sure.
Bob: We look at it – due to time we’re cutting it short – episode 62 is Build Rapport, 63 was setting the parameters, now we’re getting to buying motivators. Go for it Matthew.
Matthew: Ok. So with buying motivators we want to understand what the customer, what the buyer needs. It’s not just about making sure that the widget plugs into the dongle or whatever it is, it’s actually the outcome and the business outcome they’re trying to achieve. Now we call this 70/30 rule. 70% of the time, they’re talking, 30% of the time we’re asking questions, so at this stage there’s no time or space, unless you’re bad at math, there’s no space there to go ahead and start prescribing or saying we can fix something.
Bob: Can I interrupt Matthew?
Matthew: Sure.
Bob: Just add to it. Yes, 70% of the time they’re talking, but 70% of the time, you, the salesperson, have to be listening.
Matthew: Listening. Absolutely.
Bob: It’s not talking and asking questions, it’s listening to the answers and questioning them and getting them deep, so that’s good.
Matthew: Absolutely. So one of the things I found that clients will often ask a question about a particular product or service we might offer at this stage ‘do you have this particular widget? Or server, or dongle or whatever it is, and the correct way to deal with that is not to answer it, not to go ahead and say yes, because that doesn’t help your understanding about their needs. It’s about making sure that you understand why they are asking that question. So a person asks, oh, do you have this particular widget? Say, oh look, we’ve got a number of solutions available to us, is having a widget important? I had a situation the other day where he goes, oh not really I heard about it at a barbeque over the weekend and I was just asking. Ok, great. So what are the outcomes you are trying to achieve from that? Which moves them towards outcomes because salespeople need to be talking about value and outcomes not about how one thing plugs into the next.
Bob: Exactly.
Matthew: As we go into these buying motivators, we want to help them express their problem. Ask them how long it’s existed for, and I’m just going to rip through these reasonable quickly, how long it’s existed for? How does it affect the business? How does it affect the bottom line? How does it affect morale or how other people in the business operate with it? And then, you want to hit them where they live which is in their heart. We’re dealing with just B2B or B2C, business to business or business to consumer, we’re talking human to human. So we want to go that last layer deep, which is how does this affect you personally?
Bob: Exactly.
Matthew: And that’s the piece that’s going to help them drive. Because most people, I think about 70-805 of the time, people buy on emotion, and back that up with logic, not the other way around.
Bob: So basically Matthew, what you’re saying here, this is the time we get to open up and get the buyer talking about their problems, we’re taking notes, we’re digging deep, we’re questioning their answers, we’re using the rule of three plus that we talked about earlier, we’re using the strip line approach, how long’s the problem been there for, what have you done to try and fix it, why hasn’t it worked, how much is it costing them or their organisation, how does it affect them personally, so that you get to the personal pain, because people will always solve their personal problem before they solve a corporate problem. That’s excellent.
Matthew: Absolutely Bob. Couldn’t have said it better myself, you should write a book.
Bob: Alright, so we got a lot there in buying motivators but again, you’re not there to give solutions, you’re there to take notes and this is where the other little technique that we shared with listeners in earlier episodes is you know what you’re on page seven, I’m only on page two. There’s a lot of other things I need to know before I answer that, do you mind if I ask you a few more questions?
Matthew: Fantastic. I’ve used that myself just recently Bob. Somebody was asking me about the price and I didn’t actually know what they wanted to fix, what are the problems? So we moved away from that and keep finding out the issues.
Bob: Now that leads us to the next step, which is step four, financial ability. Of course I always say to salespeople, never be the first person to put money on the table. I look forward to seeing you next week it’ll be episode 65 and we’ll talk about step 4 in the Velocity selling system, finding financial ability.
Matthew: thanks very much Bob, bye for now.
Bob: Have a great week.





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Velocity Selling TV – Episode 63 – Step 2- Setting Parameters

Guide to Selling

In the latest episode of Velocity Selling TV, Bob Urichuk and Matthew Whyatt discuss how to set the parameters in a conversation after you have built rapport.


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Velocity Selling TV Episode 63: Step Two, Setting Parameters
Bob: Welcome back to Velocity Selling TV, my name’s Bob Urichuck founder of Velocity Selling and today we have Matthew Whyatt the CEO of Velocity Selling down in Australia. Great to see you again Matthew.
Matthew: Good to be here again Bob. I’m really enjoying the process. Sixty-three episodes, it’s been more than a year of going through this, so let’s dive in.
Bob: Ok. Last week we talked about building rapport and how important it is to build a commonality, the trust factor, mirroring and matching. And of course, looking at the different communication styles, visual, audio, and kinaesthetic, and that’s all in episode 62. We ended episode 62 with- how do we know when we have rapport? When the buyer’s really open with you and talking openly and laying it all on the line. However, we then have to continue in our conversation because time is money. Matthew, we built rapport, we’ve got there, we’ve completed step one of the Velocity Selling system, how do we enter step two?
Matthew: Bob, it’s really simple.
Bob: Role play if you want.
Matthew: We do that with a question by actually asking how much time they’ve got set aside for today. I usually interject, if we’re talking about their dog or their fishing trophy or whatever it is, ‘Hey, sorry to interrupt, but how much time do we have set aside for today?’ And the client could say ‘Half an hour’. Ok, well let’s make sure that we go ahead and achieve everything we wanted to achieve, or that you wanted to achieve. Are there any particular agenda items that you’ve got set out for this conversation? And the customer might say, I want to make sure of this, this, and this, and what have you got to offer? I say Ok, what do you feel is the outcome that will make this a great meeting. What would be the outcomes of that? What we’re trying to do is get them speaking, continuing to speak more than we speak, but we’re actually starting to re-direct the conversation over to the area that is of particular interest or of pain for them.
Bob: Now, before you get into that area where they have their problems, what must you always get permission for?
Matthew: As I was just about to say, what we want to make sure, we then ask, DO you mind if I ask questions and also, do you mind if I take notes?
Bob: Exactly.
Matthew: Absolutely got to do that – nobody’s ever said no, you can’t take notes, well nobody’s ever said that, if they did we’d probably have to think on our feet reasonable quickly.
Bob: I’ve had it happen once. I’ve had it happen once to me and the person said No, it’s all confidential and it’s not about you taking notes for yourself it’s about if somebody else ever got your notebook, so no. Point blank. So no problem, pen went down, paper went down and I said fine, no notes and I just ended with Do you want to ask the first question or do you want me to?
Matthew: Fantastic. That’s how we want to roll forward and we also want to make sure that we set the parameters. One of the parameters I like to set at this point is talk about the biggest objection that we hear. Sales people often hide from their objections. They often hide from the fact that they’re the most expensive in the marketplace and that’s a point I like to bring up. Hey, Mr. Chuck, whilst we provide and add value to the marketplace, we are a more expensive provider, is that going to be a problem? And what that does it really brings out to the floor. So whatever your biggest objection here is, for the salespeople listening and the business owners listening today, bring that up and nail it between the eyes.
Bob: Exactly. That’s excellent Matthew. We go in, we set parameters by excuse me, how much time do you have set aside, what’s your objective – what do you want to accomplish today? Permission to ask questions, take notes? We make them comfortable with no or yes, but we get them to work on an honest, yes/no basis because think it over really means no and it ends up wasting peoples time. We deal with biggest objections and what should we do next? That’s fantastic. So now, we’ve got parameters set, so next week we’ll get into Step Three, Buying Motivators. This is where we start to ask the questions on the problems or the pains or pleasures that they want to relieve themselves of and take it from there. Thank you Matthew, we’ll see you next week.
Matthew: Fantastic, bye for now.
Bob: Sounds good, buying motivators, episode 64, next week.
Matthew: Fantastic.





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

Sales Rapport

Join Matthew Whyatt this week with the latest episode of Velocity Selling TV. 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.



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Bob: Welcome back to Velocity Selling TV. It’s great to see you again Matthew, it’s been a couple of weeks. I understand you’ve been really busy sharing a lot of information on the competency section of the Velocity Selling system with the world, have you?
Matthew: I have absolutely Bob and I’ve really enjoyed the last couple of weeks. Not because you weren’t here, it’s just that I got the opportunity to dive into the areas that really excite me about the Velocity Selling System, so what I promise the good listeners today is going a bit deeper through the eight steps. Hopefully last week you would have seen that I offered everybody a download, so if you didn’t get that download grab it at the bottom of this video as well and let’s go through it together just so we can unpack all of the elements of the Velocity Selling system. How’s that sound Bob?
Bob: Excellent. Ok, so, as you know Matthew the very first step I think, somewhere in one of the past episodes we talked about how buyers buy. Now, we’re giving you a system that basically engage buyers. Of course, the very first step with a buyer is you got to get that trust. Now that’s what rapport is all about. Now Matthew, how do we go about building rapport? How do we get that trust to the buyer so that we can move on in the sales process and helping them think they are in control?
Matthew: Well look Bob, building rapport is one of the key ingredients to being a salesperson. What we’ve found is we need to make sure, as you know, buyers buy from people who know, like, and trust you and the way they do that is by you building a level of rapport. So really it’s like having a conversation like you’re a human being, you’re actually care what they do. So I’ve got a couple of my favourite rapport building questions and I will share with those in a moment. So all we want to do in this overall category is you want to find commonality. Find common ground you’ve got with a buyer. You know, speak about common interests. Ask about some opening questions about how they got into their business. That’s one of my favourite questions actually – How did you get into that? And then they’re talking about themselves, well that’s their favourite subject. A person’s favourite subject is themselves so get them speaking about themselves. If you notice something on the wall of their office, a fishing trophy or a cricket thing, or cricket in Australia, oh you know maple syrup can for you in Canada, we want to make sure that we have that conversation about it. It’s not being about fake, it’s actually about building that relationship. Go ahead.
Bob: It’s just human behaviour. People love to talk about themselves. What we have to do is engage them and get them talking about themselves. The more they talk, the more we listen, the more we learn and the more they trust us. So what are some techniques that we could use in building rapport, you know besides finding commonality and showing our interests in them and getting them to open up?
Matthew: Well look you know obviously, not obviously, one of the things that I found really important through linguistic programming is the mirror and match physiology. What that means, it’s not mimicking, mimicking is doing things at the same time as the other person but if they’re particularly engaged and leaning forward, then you slowly, move your physicality to be leaning forward. Or if they’re leaning back with their legs crossed do the same thing. It’s not about mimicking, it’s about having a person know, like, and trust you and making sure that you’re somebody like them. So mirror and match. And also in their tonality. If they’re a quiet speaker, then don’t yell over the top of them. If they’re a loud speaker, don’t whisper. So it’s about doing business with the people they like.
Bob: Again, matching tonality. One of the things Matthew from the linguistic program is they created a rapport pie and that’s where words, people is most communication is words and people don’t get it but words only represent 7% of rapport building.
Matthew: That’s right.
Bob: 23% then is your tonality, and what is it, 70% is your physiology. Our body speaks louder than words that’s why it’s so important for facial gestures, the way people stand, look at them. It’s mirror and matching, it’s being like them because people like people who remind them of themselves. So we have to make sure we don’t mimic and make fun of it or anything like that. And they’re special techniques there. Go ahead Matthew.
Matthew: So look, as we go through it, I’ve already mentioned opening questions and we’ve already mentioned in previous episodes the power and importance of listening. Switching on your ears and you know, your parents probably even said, two ears, one mouth, use them in the appropriate manner. So do that, listen to what the customer is saying and actually talk about what they’re talking about. Don’t’ just redirect the conversation back to where you want to go. And the last part, is the really important chapter to really understand is determine how they communicate. Are they a visual, are they an audio, are they kinaesthetic person?
Bob: Exactly.
Matthew: Visual people will say -how to pick up a visual person very quickly is they might look up to the right trying to access the future and they might say, Well I don’t see how that works. So they use words that reference their ‘visually’ how the world works. An audio person might say, So I’m not really hearing you, tell me more about that.
Bob: Words are very important to auditory people.
Matthew: Exactly.
Bob: They’ll be the ones to read the fine print in the agreement.
Matthew: That’s exactly right and so kinaesthetic people are feeling. How do you feel? So when you pick up somebody saying Oh, how do you feel about that? And they actually start engaging with their question, you can uncover that they are a kinaesthetic person. Go ahead.
Bob: I was just going to say Matthew, by the way, in the book Velocity Selling and even on our online sales training program we provide a little – and we can provide a to our listeners here – is the questions how to determine what your predominate sense is- whether you’re visual, kinaesthetic, or auditory. Because you know what you are and you got a major one and a secondary one, you’re third one is where you are weak but at least you can understand it better. It can help you become a better communicator with your buyers.
Matthew: Absolutely Bob. Look, I’ll provide that download for people also. Hey guys look, rapport is – we’ve taken a bit of time on this one. Rapport is super important to get right simply because if the person knows, likes, and trusts, you’re they type of person they want to do business with, then you’re going to be in a much better position than if you move through the step. Now let me be really clear, as we go through the eight steps of the buyer focused Velocity Selling System, these are steps. We can’t miss a rung on the ladder, we can’t miss a step in this process. Because if you haven’t got rapport, you can’t ask the questions that are coming up next and we really want to start uncovering their real needs. So Bob, I’m going to leave it there if that’s ok with you and we’ll come back next week and talk about the next step.
Bob: I just want to add one thing. Matthew, when do you know if you have rapport?
Matthew: Well, you know you have rapport when the person won’t stop talking.
Bob: Exactly. And that’s where you want to get them to, to the point where they’re so comfortable talking with you that they’re talking openly and freely you know then that you’ve got rapport. Then you can move on to step two, setting the parameters which will be next week’s episode. Thanks for contacting us again today Matthew, congratulations and thank you for doing all that work in my absence, I look forward to seeing you next week.
Matthew: Fantastic Bob. Bye for now.




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

Recruitment

Join Matthew Whyatt this week with the latest episode of Velocity Selling TV.



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Welcome back to Velocity Selling TV. I’m your host Matthew Whyatt, we’re still without Bob, but he’ll be back in a couple of weeks. So what I’m going to talk about today is: we’ve been invited to the office, we’re sitting down, we’ve got permission to ask questions, so what do you do? Well first of all you want to build a relationship.
The second part, we want to go ahead and understand their criteria. So we want to understand how they set parameters, or how we set parameters, how they make a decision, their financial ability. Third, we want to then prescribe a solution – and that may not be in that meeting and the fourth part is maintaining relationships.
So the conversation we’re going to be having over the next coming couple of weeks is how to do each one of those parts. And I’ll give you a little bit of a download in this episode. Click below and you’ll get the 8 step Velocity Selling System and that breaks out how to build the relationship, how to get permission to ask questions, how to go ahead and make sure you’re fully unpacking all of the elements of the buyer’s journey. Because it’s not about finding one idea and diving on it, it’s actually about being a little more patient.
It’s actually going ahead and not just hearing a problem and trying to fix it, it’s about hearing a problem, understanding how important that problem is, how it impacts them and their business and their family, and then making sure it’s urgent, how urgent is it, and then, only then, when you fully understand, you can prescribe a solution.
And we use the word prescribe very deliberately. We’re very much, we see ourselves as doctors of selling. I think that term’s been around a long time but I really like it because a prescription without diagnosis is malpractice. And so if you’re going to go ahead and say ‘I see that you’ve got this and here’s the fix’ and you haven’t really understood how urgent it is, that’s when the think about its happen.
And the think about its is the bucket and the black hole of where a lot of sales happen. I was speaking with a friend of mine who’s in sales and they have something like 200 proposals sitting out there in the market place- well that’s a lot of thinking about it and not a lot of closing business.
So we want to make sure that it’s really urgent need before we go to work. Because in a lot of cases customers say yeah, yeah, send me a proposal, but it’s not urgent so that’s sort of a polite way of saying get out of here I’m not that interested. So you spend the effort, time, and money, building out a proposal and there’s no heat on it.
And of course the last part is maintaining relationships. How do you go ahead, whether they qualify or not, still get referrals?
So stay tuned over the next couple of weeks and we’ll get into those things.
Thanks very much and don’t forget your download. That’s the 8 step buyer Velocity System. I think it’s one of the coolest things we’ve done and it’s the basis of how we actually sell. So it’s the Buyer Focused Velocity Selling System and that will be in the downloads below.
Thanks very much, bye for now.





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