Velocity Selling TV – Episode 59 – Building a Relationship

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Join Matthew Whyatt this week with the latest episode of Velocity Selling TV as he discusses how to build a great sales relationship over the phone.


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Velocity Selling TV Episode 59: Building a Relationship

Hi Matthew Whyatt here with Velocity Selling TV. It’s just me today because it’s Easter time and Bob is, as everybody here knows, is in Canada and I think he’s tapping a Maple tree for maple syrup, that’s actually true. So that’s not a cliché, Canadians actually do that sort of stuff.
What we’re going to be talking about today is relationships. And I just want you to think about the relationships you currently have in your life. Whether it be business or personal. Have a think about them. How did they actually start? They probably started with you being interested in that person. And how do you be interesting? By asking questions and genuinely listening.
Now we’ve spoken about this in a previous episode but I want to remind you of that. How does that relate to a sales situation and how do you go ahead and start that sales conversation?
There’s a couple of key points and key elements I want to teach you today that will help you get in that door. The first thing I want you to remember is – whether you’re selling business to business products, or business to consumer products, you’re actually dealing with human beings. What we like to say is we’re dealing H to H- human to human.
Of course, most of the time you’ll be building on relationships and working with those people. So how do we do that?
What I would like to share with you is how a lot of my clients open the door to start building that relationship through the telephone. A lot of the times salespeople will make a cold call with very little research, with very little effort actually being put in to that initial effort. It’s about a smile and dial approach. That might have worked, 20, 30 , 50 years ago, but it just doesn’t work anymore. You really need to understand just a bit about the person, you have to understand a little bit about the business.
So when you first pick up the phone to make that conversation, to make that call, know something. One of the best scripts that I’ve used and that I teach people to use is to first of all, know what you’re going to say, that’s a script of course and then discuss what is actually important to that person’s business. Now there’s a whole range of strategies that you can get into and talk about there, but let me just talk about one idea.
I’ll open the conversation along the lines of: Hi it’s Matthew with Velocity Selling. Hey, I noticed you did this. Or, I can see you are currently doing these things, or I read on your blog, you’ve got that. And we currently are helping an existing customer. Now that customer might be someone in their industry and it might even be a competitor. So we’re currently helping XYZ company with their sales training or we’re currently helping them with their accounting and we show them how they can actually raise their productivity by 25%.
So think about the structure I just used. I introduced myself, let them know that we are calling in relation to how we’ve helped others and how we might be able to help them as well. Of course if you can give them a little bit of detail around what you have done for the other people, much better.
And then, we want to respect their time. Have you got a moment to speak about that? So usually I found just having the person understanding your currently working in their industry, and understanding that you’re happy to share with them some other ways that other people are getting the advantage, has put you in a really good position.
The next part, once you’ve started to ask questions, I wanted to walk you through the process of actually getting invited to their office. Now, often salespeople will say, can I come in and talk to you or coffee, or can I show up at your door, sort of stuff. Now let me just change one or two words here, it’s going to give you a lot better ROTI – return on time invested with that call.
And that is using the invite. After you’ve had a conversation, and I’ll break that conversation down for you in the coming episodes, but I just want to talk about the overall strategy of getting that appointment, getting in the door. So, I would say something along the lines of – once you identify one or two issues that is an issue for them, you say: Do you ever invite people to your office to discuss issues like this?
Most of the time they’re going to say, Well actually, yes. I say, when would you like to invite me? Just by changing that invite part to hey can I grab a bit of your time, can I buy you a coffee, or whatever you’re starter is, that person goes from resistance to accepting.
Let’s say they invite you into the business.
I know I’ve gone on a little bit long on this episode. I just wanted to talk about that relationship stuff. I wanted to talk about the fact that we’re dealing with human to human, respecting their time, and giving them a bit of value in that first conversation.
Well guys, thanks very much for your time. I look forward to talking to you next week. Bye for now.





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Velocity Selling TV – Episode 58 – 5 Positive Outcomes to a Sales Call

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Join Bob Urichuck and Matthew Whyatt this week with the latest episode of Velocity Selling TV as they explore the 5 Positive Outcomes of a Sales Call.



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Velocity Selling TV Episode 58: 5 Positive Outcomes of a Sales Call
Bob: Welcome back to Velocity Selling TV. This is Bob Urichuck and I’m with Matthew Whyatt down in Australia today. Welcome to the show once again Matthew.
Matthew: Thanks very much Bob. I’m actually really excited about this episode because it’s something I’ve just taught to a group of sales people – and that’s the 5 Positive Outcomes to a Successful sales call. Well, actually to any sales call.
Bob: So what are they? What are those 5 positive outcomes?
Matthew: So the 5 positive outcomes are- I teach it like it a stack so if you think of it as steps. Now of course every sales person or business owner if you’ve done your job and you’ve gone ahead and prescribed the right solution, you’re going to get the yes. That’s a definite positive outcome.
Bob: Definitely number one is- we’re going to get a sale, we’re looking for a yes, that is a positive outcome, that is the best of them. That’s why it’s number one, that’s good.
Matthew: That’s what we’re going for. Number two – and the reason we say this is number two is actually a no. And the reason no is important is because you know, we’ve got plenty of leads to work with, you’ve done your work, you’ve got other people to talk to, you could probably disqualify a customer like I did yesterday. They weren’t a right fit for the business so I, in a loving and caring manner, disqualify them and I’ll get to what I did in a moment. Go ahead?
Bob: Before we go into the third, it’s important to understand that a lot of sales people take no as personal rejection and you should never take it as rejection. You’re the person that’s supposed to be in control of the sales process in qualifying the buyer. If the buyer’s not qualified, it’s up to you to reject them with a no and no is a positive outcome. It saves you time, you don’t waste any more energy, effort, and you move on. So a yes, and a no, those are really two positive outcomes right there. That’s good. What would be the third one?
Matthew: Absolutely. So the third one is a clear future. Not every sales call is going to result in someone handing the check to you or going forward so you want to go ahead and create a clear future by asking questions like ‘So what do you want to do next?’ and ‘Where do you want to meet next?’ and of course getting commitment which we’ve talked about in previous episodes, how to actually get the person to commit to you, because salespeople often make commitments to customers and the customers don’t make enough commitments to salespeople. So this needs to be a 50/50 deal.
Bob: And what you’re saying as salespeople we have to always be getting commitment from the buyer so we have a clear future. In a sales call we got a yes, a no, or a clear future which means, we’re going to meet next Wednesday at 2:00pm or whatever, but a clear future you know exactly what’s going to happen next, that’s great.
Matthew: Absolutely. So what’s, one of the worst one is you’ve actually gone ahead and failed. But the good thing is, the good news there is, that’s an unclear future, and that’s a failure is actually a positive if you turn it. Turn a little bit and try to find that lesson learned. Now what is F.A.I.L stand for Bob?
Bob: First Attempt In Learning Matthew.
Matthew: Absolutely. So what we want to do is we want to make sure we’ve learned that lesson. The fourth positive outcome of a sales call is a lesson learned. What could you have done better?
Bob: So what you’re saying is: if you didn’t get a yes, if you didn’t get a no, and you didn’t get a clear future, you failed.
Matthew: That’s right.
Bob: if you didn’t get one of those three, you fail. So you have to reflect on yourself and say ‘where did I go wrong?’ I didn’t get a yes, I didn’t get a no, and I didn’t get a clear future. What do I need to do differently next time? What’s the lesson learned so that I can be better at this the next time and walk away with a yes, a no, or a clear future? So if you don’t get those three, you fail, you get a lesson learned. That’s number four. Now there’s a bonus one, number five. What would that be?
Matthew: Well number five is asking for a referral. That’s exactly what I did yesterday when I was actually speaking with a customer. I disqualified them, it was a good read that it wasn’t a great fit for us and we spoke about how – who else do you know in your network that you work with, that you network with that you could actually get value out of this and I actually got a referral just yesterday out of doing that exact thing.
Bob: Well that’s fantastic because you know what, if you don’t ask you don’t get.
Matthew: Exactly.
Bob: So let’s do a quick summary here: We’ve got a yes, a no, a clear future, – you don’t get one of those three, you fail, you get a lesson learned. And once you get a lesson learned you improve the next call to make sure you walk out of there to get a yes, a no, or a clear future. And of course the bonus one is ask for referral, you don’t ask, you don’t get. That’s fantastic Matthew. We’re at the stage I think where we’re about to share the system, the step by step process with everybody so why don’t we save that for next episode and we’ll see everybody again next week. Thank you for your time and thank you Matthew for participating again this week.
Matthew: Good on you. Bye for now.
Bob: Bye-Bye.





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Velocity Selling TV – Episode 57 – 3 Listening Techniques

Sales Coaching



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Velocity Selling TV Episode 57: 3 Effective Listening Techniques
Bob: Welcome back to Velocity Selling TV and welcome back Matthew.
Matthew: Hey Bob, how are you going?
Bob: Great. Now, last week we talked about listening skills and I thought maybe you could share three techniques – three listening skill techniques that people can use and practice and get competent at.
Matthew: Yeah ok. The three that are…parroting, where you essentially say back to the person what they just told you and their explanation just to make sure you’ve got it right. The one that I use the most would actually be the paraphrasing. Let the person speak and just take notes. And of course you’ve got to get permission to take notes. You take the notes and you say, ‘What I’m hearing is: this, this, this, this, and this,’ and what I always like to ask ‘And what else’? Expecting there to be more, not just saying, is that all? Because a person, once again, we know that people are generally closed, and a little bit lazy, and I just want to give you, as a salesperson, a little push, an answer. At this point, you want to go a little bit deeper, as I said in a previous episode. So what we want to say is ‘And what else is there?’ Poised, eyebrows up, pen at the ready, because you are actually actively listening. So these are called active listening skills. And the third one is feeling feedback. So for example: ‘Hey we’ve had a big day out on the snow today and what I need to do is interpret that, come back and then say ‘Oh well you must be tired, or you must be sunburned or whatever that is.’ What you want to do is you want to create that feedback loop where you hear and understand what they say. Alright then. That’s basically what, I’m sorry Bob?
Bob: Or what they’re not saying.
Matthew: Or what they’re not saying. That’s perfect.
Bob: Yeah. Because feeling feedback gives you a much deeper look at it. You’re actually being more empathetic, you’re putting yourself in the buyers shoes and you feel where they’re coming from and you are using your words but you are, how can I put it, they’re not revealing themselves, you’re feeling it and expressing that.
Matthew: That’s perfect. So they’re the three listening techniques that we use and we want to make sure that once again, it’s called active listening because you’re using two of these and one of that.
Bob: Well said. Have a great week Matthew.
Matthew: Good on you Bob. Bye for now. you want to go a little bit deeper,





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Velocity Selling TV – Episode 56 – Listening Skills: Standing Out from the Crowd

Sales Training

Join Bob Urichuck and Matthew Whyatt again this week with Velocity Selling TV Episode 56: Listening Skills – Standing Out from the Crowd.





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Bob: Welcome back to Velocity Selling TV. We have Matthew Whyatt in the Gold Coast with us. Matthew, last week we talked about creating questions to listen to, where do you want to go with listening skills this week?
Matthew: One of the things I love to talk about is actually standing out from the crowd from just the regular sales person. You know, buyers of course are you know, waiting for the sales person to pounce on whatever they say. So they sometimes in the first answer that they give, is a little bit reluctant or a little bit guarded.
Bob: It’s not quite the truth.
Matthew: And it’s always the first answers, not always the truth. You know, ‘How are you today?’ ‘I’m fine’. ‘How are you really?’, ‘Well, actually I’m not great.’ So you know, you want to make sure that we’re going a little bit deeper and standing out from the crowd. So how you do that is when a customer says ‘Hey, do you do this?’ Rather than saying yes or giving them a solution, you actually want to question their question. You want to say ‘We have a lot of options available, is that important to you?’ Now that might relate to housing sales or computer hardware, it doesn’t really matter but just going a little bit deeper to really uncover their needs. And if you can do that, you’ll stand out from the crowd, you’ll be different from the previous sales person who goes ‘Yeah, we got one of those’, and just looks to the customer.
Bob: So what you’re saying Matthew, is by questioning the answers they’re going deeper and getting to the truth. And that’s where getting to the truth is a really a true listening skill that needs to be mastered. Is that correct?
Matthew: Absolutely. You’ve listened perfectly in this episode Bob.
Bob: Excellent. Well Matthew, I look forward to talking to you again next week. Have a great week.
Matthew: Very good. Bye for now.





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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.





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Bob: Welcome back to Velocity Selling TV. This is Bob Urichuck in Canada, I welcome Matthew Whyatt down in the Gold Coast of Australia. How are you today Matthew?
Matthew: I’m really well Bob, how are you?
Bob: Excellent. You know, in past episodes we’ve been talking about how to engage the buyer which involves a lot of questioning skills and techniques that we shared with people in the previous episode, and of course the opposite of talking is,
Matthew: well, it’s Listening.
Bob: Yes, and that’s our topic for today. So let me turn it over to you and give us a few techniques that could help sales people and their listening skills.
Matthew: Fantastic. Well Bob, one of the things I really love to do with sales teams is get them together and drop the magical scary word ‘scripts’. Everybody groans, ‘Ah, we’re all too good for that,’ ‘We’re all experienced sales people, we don’t want scripts’. But you know what, I’ve sold literally a couple hundred million dollars worth of product because I’ve actually had a good script to work from. Now I’m not saying it has to be word for word, it’s actually about practicing and dealing with the situations that customers might throw at us. So here’s the exercise: whether you’re….go ahead…
Bob: Now Matthew when you’re talking about ‘script’, you’re not talking about reading a script are you?
Matthew: Definitely not.
Bob: Good.
Matthew: We’re not the boiler room where you have to read every word, line by line.
Bob: It’s having a prepared mind.
Matthew: Yeah, exactly. So, how we actually do that, the exercise I run is: I’ll get together the sales team and if you’re just a sole trader get together with your wife or friend and get them to- you start asking questions that might reveal the customer’s needs, wants, and desires. But the next step is the important one. The next step is actually have the person you’re working with, or in the sales room, be three or four different types of customers. They could be the grumpy customer, they could be the agitator, they could be the stand-offish, not tell you anything type of guy or girl, or they of course could be the easy customer. A lot of scripts are written for the easy customer. So what we do is, we know all of the questions we’re going to ask, we hear the answers from the customers, and the next part is you, and your teams, or as a sole trader, work with your partner, come up with the answers or the ways, the questions to ask at that point. And just by practicing that a couple of times, you’ll be prepared for pretty much anything that could be thrown at you during a live sales environment. Look, I think listening is a huge chapter Bob, I’d love to really get into it, a lot more, maybe two or three episodes and really go into it.
Bob: What’s next?
Matthew: So, what’s next is I’d really love to talk about how to go a little bit deeper and set yourself above and beyond that previous sales person. If somebody is shopping around there’s much more you could do to stand out in the crowd and give your customer real value. So let’s talk about that next.
Bob: Excellent. Until the next episode, have yourself a great week.
Matthew: Bye now.





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Velocity Selling TV – Episode 54 – Objections Pt 2

Sales Coaching, 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.





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Bob: Welcome back to Velocity Selling TV. My name is Bob Urichuck, founder of the Velocity Selling System, and today we have one of our certified Velocity Selling specialists on the line, and CEO of Velocity Selling, Matthew Whyatt down in the Gold Coast of Australia. Matthew, thank you for coming back for another week and this week I believe you wanted to share a little bit more on handling objections. So let me turn it over to you, part two.
Matthew: Thanks very much Bob. Actually, you know this reminds me of a story. I actually got a phone call from an ex-employee just a little while ago asking me about a business opportunity, you know, went through that and gave her some advice and at the end of that she said ‘Hey look, I just wanted to thank you for one of your sales meetings you ran a few years ago.’ This was literally, eight or nine years ago now, and I said, what made the impact? There of course, I asked her more information, and what she said is ‘the sales meeting was around objections’ and what I did was I actually went around the room and got every sales person to write down the show stopping objection- the thing that stopped them from actually making a sale. And then I said, ok let’s write them down, so we wrote them down and there was actually quite a variety of different objections. And I said to the guys, ‘Well, hang on, all the marketing is the same, the leads are distributed evenly, the scripts are the same, what’s different?’ And when we really got down to it, the macro level, at the high level when we can talk about a large data sample, we actually figured out that each individual sales people were actually getting particular objections that were stopping them from doing a deal. What was actually uncovered is the people who had money objections actually had money issues themselves. The people who actually had ‘Oh I don’t like this industry’ actually don’t love that industry. And so what that was actually doing was they were creating their own objections with their own mindset. And this sort of leads us back to the beginning of Velocity Selling where we talk about attitude towards your company.
Bob: Yeah.
Matthew: and how to actually deal with those things. And if those things aren’t dealt with right at the beginning then that sort of stuff is going to germinate inside the person and come out through the objections that they get and the business that they actually miss out on. So that’s one thing that I actually wanted to ask the audience here is: Are you getting objections because of yourself?
Bob: And that goes back to…
Matthew: It might be a little bit more esoteric – something a little bit more to think about today. Take the next week to really understand the objections you’re getting and why you’re getting them. Is it really the money, the product, the timing, it’s got to happen next quarter, whatever it might be…
Bob: Yeah.
Matthew: Or is it you?
Bob: Well what you’re asking people to do Matthew is to go back and take a look at your belief system. Remember? On a scale of zero to ten how do you rate your team? How do you rate your products and services you have to sell? How do you rate your organisation? And if you’re seven, eight, or nine, you’ve got to change your belief system, get to a ten. If you’re six or less, you’ve got to leave the organisation because you don’t believe. And that’s just going to cause you more stress. So yeah, the problem is, yeah that’s very good. Now Matthew, one other thing we’re going to do is, in about five or ten episodes from now, we’re going to be discussing the sales system of Velocity Selling and we’re going to get into how to set the parameters and for people who are getting the same objection, time and time and time again, we’re going to give you a technique on how to stop that right up front so you don’t waste any time, you don’t waste your time, you don’t waste the buyers time.
Matthew: Oh man,
Bob: But in the meantime….
Matthew: I’m really excited about this, I love this, it’s counterintuitive but it works. It’s just beautiful. I’m actually looking forward to talking about that, but I won’t get overexcited, we’ll finish up here shall we?
Bob: You got it, be patient. But what we could do in the meantime, we encourage all of our subscribers to visit velocityselling.com and you can sign up for a seven day free trial offer. There’s no obligation you could see the whole system and you can get a lot more in seven days than you can out of our few minute interviews. So, visit velocityselling.com take advantage of the free sales training that we provide there, it’s virtual, it’s excellent. And Matthew, I look forward to talking to you again next week. Have yourself a great week ahead.
Matthew: Fantastic Bob, bye for now.
Bob: Take care.





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Velocity Selling TV – Episode 53 – Objections Pt 1

Sales Stategies

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.





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Velocity Selling TV Episode 53: Objections: Part One
Bob: Welcome back to Velocity Selling TV. My name’s Bob Urichuck, founder of the Velocity Selling System, and on the line today we have Matthew Whyatt, our CEO, down in the Gold Coast. Matthew, are you all set to deal with how to handle objections?
Matthew: I certainly am. This is one of my favorites. I think I say this is one of my favorites a lot but I was actually seeing an article just a little while ago ‘The 32 Ways to Handle Objections’ or the ‘Objection Handling Handbook’ and you know what, what’s really interesting about following Velocity Selling System is, we really don’t get objections do we Bob?
Bob: Well not really because we’re not doing any of the talking and we’re not bringing anything into the picture that the buyer doesn’t want to hear because it’s not about us it’s about the buyer.
Matthew: That’s right. But of course, you know, we do have to talk about objections and so what we’re going to get into is when the customer- this is sort of a little bit like the wishy-washy words or the Let’s Pretend scenario when the customer wants to put us off. Objection may be time. And so I actually told one of my clients to get really clear what that time is. So we don’t have the budget for next quarter. That might be a real objection, that might be not a real objection so we need to figure that out. And so we need to give that client more space to talk. So, other than that you’re actually ready to go out ahead. So what I did was I had the client actually sign the contract, make a very small deposit, with work to commence next quarter. They didn’t have to put the money in. So what that was is I dealt with that objection by understanding- first of all, is it a real one? And then still providing them a solution so we didn’t have to come back and waste each other’s time.
Bob: Excellent. And that’s what it is, it’s really respecting their objection and of course questioning the objection but here’s the thing: when it comes to an objection who should be answering the objection. The sales rep or the buyer?
Matthew: It should be the buyer. They need to actually go ahead and come forward because you know what, we often say, I think you say it and now I say it, I can’t solve all the world’s problems with the hands up, sit back, I can’t solve the world’s problems. Tell me more about that. Or I can’t solve the world’s problems but I do know some things about selling or I do know some things about ____.
Bob: and if I feel I can’t help you it’s over. Yeah.
Matthew: and if I can’t help you, I’ll let you know. Is it ok if at the end of this conversation I say I can’t help you and we walk away friends?
Bob: Yeah. Now we’re getting the ground rules.
Matthew: the same thing.
Bob: Yeah, we’re moving forward into the ground rules which we’ll discuss in future episodes. But for now, that’s really good handling objections is to see clarity. Of course, if you do handle the objections for the buyer, you own the answer, not the buyer. That’s why it’s so important to always engage the buyer into handling the objections themselves so they own it. Well that’s excellent Matthew, I thank you for that.
Matthew: Well Bob sorry, I just wanted to add one more thing. A lot of the objection handling techniques that are being taught by old school sales trainers and the 32 Ways to Handle Objections actually puts you into an adversary role with the buyer.
Bob: Exactly.
Matthew: If you’re handling them. Imagine a client feeling good about being handled? Nobody wants to be handled.
Bob: yeah.
Matthew: and so this is why we need to pass the control, well pass the question back to the customer and have control.
Bob: That’s great.
Matthew: Because if you feel handled, you actually might still be forced into buying but you’re going to be a crappy client and you’re probably going to have that buyer’s remorse and not going to want to actually continue forward.
Bob: Yeah, it’s an old traditional technique, which yeah, we stay away from these things so that’s great. That’s excellent Matthew, do you have more to share on objections? Do you want to do another episode on this?
Matthew: I think we probably can.
Bob: Ok, let’s do another one next week. Have yourself a great week and thank you for today.
Matthew: Thanks Bob, bye for now.





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Veocity Selling TV – Episode 52 – Watch Out for Wishy Washy Words

Sales Team Training

As a salesperson, you have had the encounter with a sales prospect or a client where wishy-washy words come into the mix. Things like, ‘Maybe’, or ‘I’ll think about it’, or even ‘That’s interesting’. These are common words that will send any salesperson a confusing message.





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Bob: Welcome back to Velocity Selling TV. My name’s Bob Urichuck, founder of the Velocity Selling System, and today I have Matthew Whyatt, the CEO, down in the Gold Coast with us today. How are you this week Matthew?
Matthew: Very well Bob, how are you?
Bob: Excellent. Now Matthew, let me ask you a question: How many weeks are there in a year?
Matthew: 52.
Bob: There’s 52 weeks in a year and this is episode 52. That means we’ve been doing this for a year?
Matthew: Absolutely. It does look like that doesn’t it?
Bob: Congratulations!
Matthew: Well thank you Bob. If you go back to probably episode one I probably got more hair. So that’s they uh, same shirt,
Bob: Now you’re not pulling out your hair are you?
Matthew: Pardon?
Bob: You’re not pulling out your hair are you?
Matthew: I’m having to cut it off it’s the wonders of being a male in my family.
Bob: There you go. Anyways, Matthew let’s get on with it. I always found that in communications there’s always a good understanding but we came up with this phrase ‘How to Deal with Wishy-Washy Words.’ Why don’t you walk us through because you know yourself at Velocity Selling we have to have good clear communications and that’s what helps us shorten the sales cycle because it’s clear.
Matthew: Yeah.
Bob: And it’s not being offensive. It’s being polite, it’s being good, it’s being ready for it. So Matthew, how can people understand how to deal with wishy-washy words?
Matthew: Well look you know, throughout the sale process sales people are often, and business owners are often trying to interpret the customer’s wishy-washy words as a clear buying signal. And if you remember back we’ve wanted to see if we can get them to clarify their position. So an example of wishy-washy words, Maybe, I’ll get back to you, that’s interesting, and just those sort of filler words the client says that you as a salesperson might go, Oh, good they’re in. And so what we want to do is we want to go ahead and trigger something in us that reminds us and gives the customer more time to go ahead and speak. So for example, client says maybe, and so I’ll say: so what do you mean by that? And I’m not being disrespectful, I’m just getting them to clarify. I’ll get back to you- great, when would that be? So we want to get that clarity. I’m interested – how do you mean?
Bob: Yeah.
Matthew: And all we’re doing is we’re remembering back to the 70/30 rule, we’re remembering back to the strip line, we’re remembering that we actually don’t have a commitment until we’ve got a commitment.
Bob: You got it.
Matthew: And I’ll think about it, I’ll talk to you next week is not a commitment.
Bob: Alright, so I’ll get back to you next week Matthew.
Matthew: Oh, thanks, I’m looking forward to that.
Bob: Yeah, now how are you going to deal with it?
Matthew: Of course, if this was a sales situation, I would say ‘When?’
Bob: You got it. And if I don’t hear from you then, is it ok if I follow up with you?
Matthew: It sure is.
Bob: And what is it you would like me to say? And that’s all part of what we’re talking about earlier with the Let’s Pretend technique so that’s excellent. These have been a number of great episodes here Matthew on questioning techniques, really good. And I think it’s also a good time for us to maybe to take a look at handling objections because as you know, at Velocity Selling we’re doing 70% of the listening, 30% asking questions which is 100% of our time, we’re not talking there’s no room to take objections. But should an objection come up, we’ll share with you in the next episode on how to handle it. Thanks for another great episode Matthew, looking forward to speaking with you the next week on handling objections.
Matthew: Thanks Bob, bye for now.





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Velocity Selling TV – Episode 51 – The Magic Wand Technique

Sales Coaching

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.





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Bob: Welcome back Matthew.
Matthew: Thanks Bob. How are you today?
Bob: Excellent. Going to be another great episode I’m sure.
Matthew: Absolutely.
Bob: I think last week we talked about you’re on page seven, I’m on page two, and what I’d like to discuss this week is a technique called the magic wand. How does the magic wand work? Would you share that with our audience?
Matthew: Sure. Well look, you know, this is a really cool way to actually move the sale forward. Let’s say you spend some time building rapport, twenty, twenty-five minutes building rapport, and you’re really in rapport with these people but you need, as a salesperson you’re not measured on how much rapport you build it’s actually how much you bill. It’s actually how much money you make. So how do we move that forward? Now one of the ways you could do this, this might apply to travel industry, where you’re trying to understand their needs, wants, and desires. Or even in real estate. Let’s say you’re a builder and they’ve got the budget and they’ve got the desire, but what do they really want? And so what you can actually do is you can say ‘Hey John, let’s go ahead and pretend that this pen is a magic wand. I’m just going to hand it to you. What are the top ten, fifteen, things that you want in a perfect world, that budget aside, fantasy in here, what do you really want?’
Bob: Yeah, where nothing is impossible. It’s a magic wand. It would work for anything.
Matthew: Exactly. And so whether it be their trip to South Africa to see a safari or whether it be a house with an amazing walk in robe, or a lawn, whatever their goal or dream and desire is.
Bob: Or a car.
Matthew: Or a car, that’s right.
Bob: Anything.
Matthew: And so of course after they spend some time they really out pour their heart into this, what they really want. They go into fantasy land, then you can take the pen back, and say ‘Ok, let’s get real, what are the two or three things that really are top of the list?’
Bob: Yeah.
Matthew: And they do that and what that does is it actually gets them to really emotionally own what you’re actually going to be providing as a prescription or a solution to what they actually want. And so it’s really powerful. Now look, it doesn’t work in every situation, it might not work in a lot of B2B situations but this is just another technique because Velocity Selling we try to cover a lot of areas. But in real estate, or travel, other areas where people can really just take their mind off to their dreams. You can actually draw them out of them rather than just saying ‘Well, this particular house is nice’. Or ‘This particular holiday is a good one’.
Bob: That’s great Matthew. Excellent. So magic wand, let’s pretend, we’ve come up with a lot of different techniques to help people questioning things. I think there’s one other thing that people need to really learn, and we’ll do this in the next episode and that’s how to deal with wishy-washy words.
Matthew: Oh man, that’s a pain of mine. I’m looking forward to getting into that.
Bob: Well, we’ll talk to you next week about it. Thank you very much.
Matthew: Thanks Bob, bye-bye.





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