In the latest episode of Velocity Selling TV, Bob Urichuck and Matthew Whyatt discuss the importance of discipline towards your Buyer.
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Bob: Welcome back to Velocity Selling TV. I’m Bob Urichuck up in Ottawa, Canada and I’m with Matthew Whyatt today from the Gold Coast in Australia. Welcome back Matthew and did you have a great week?
Matthew: I certainly did Bob. It was great.
Bob: In other words you demonstrated good behaviour towards your buyers.
Matthew: I sure did. Actually that’s pretty on topic at the moment because we’re talking about discipline towards your buyers and one of the things that really, I did this week to make sure that I got a new buyer, because I really value every one of my customer’s, is I wanted to make sure I was getting in a position where the customer values what we’re offering, but also I fully understand what they need. So what I did is I said you know what, I need to make sure that I give my best in this call and they get the best from me because I knew that they were going to be better off by working with me. So what I did was I actually went through and you know what I had the discipline to write out a script for myself. That’s a word for word what I was going to say, questions I was going to ask, and the reason I did that is because I wanted to understand where we are now, where the customer wants to go and the questions I wanted to ask them to make sure that this was a good fit. And I had the customer then have the opportunity to buy from me.
Bob: Exactly so what you’re saying is a good discipline is always prepare for your sales call, regardless.
Matthew: Always prepare for your sales call. That means if you’ve done the work, you’re not making a sales call from the car, it’s really very attractive to try to squeeze in a call in between one meeting and the next, you’re in your car or walking along the street. Don’t do that. If you don’t respect that sales call enough to find a quiet spot where you can take the time and do the work then don’t make it or expect to lose it.
Bob: Exactly. You’re lowering the chances by not being prepared. We also talk about the four universal needs of buyers: the need to feel important, the need to feel welcomed, comfortable, these are the sort of things we have to be constantly disciplined to engage buyers. So we have to be asking questions all the time and most importantly we’ve got to be big time empathetic listeners. We have to understand where they’re coming from, it’s like Steven Covey says, seek first to understand then to be understood. Of course the other one I like to use is nobody cares how much you know until they know how much you care. And you demonstrate caring by engaging that buyer in a conversation and understanding where they are coming from. Otherwise you can’t really help them. So these are good disciplines for buyers Matthew.
Matthew: Absolutely Bob. It’s important to know that, sorry for your buyers to know that you actually want and respect that business. I’ve actually said to a customer, I’ve shared with them my vision, I’ve shared with them my vision to transform a hundred business in sales strategy tactics and training by 2020 and I’ve invited them to be a part of that journey and in doing that, by sharing my vision with them, they’ve understood how disciplined I am around making sure they are actually going to achieve their goals and be transformed in business.
Bob: And just on that Matthew, for all the sales managers and sales executives out there listening to us, keep in mind that it’s monkey see, monkey do. And the biggest challenge is on you to demonstrate the appropriate behaviours that you want your sales people to follow. So it all starts with you. Discipline yourself and of course discipline is a commitment to the most important person in the world. It means doing what you have to do even when you don’t want to do it. Any other comments on discipline towards your buyers Matthew?
Matthew: No Bob, you’ve summed it up beautifully there.
Bob: Alright. Well what I’d like to do in the next episode maybe is provide some tools for people to stay on track, to stay disciplined, and to help them gain success in all of their doings. Let’s look forward to episode 74 next week and we’ll talk about tools for success.
Matthew: Perfect, talk to you then.
Bob: Thank you.
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