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.