How to engage buyers is yet another crucial part to the Velocity Selling System. How can you engage your buyers?
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Bob: Well, welcome back everyone to Velocity Selling TV. Bob Urichuck, the founder of the Velocity Selling System and I’ve got with me today a Velocity Selling Specialist and CEO of Velocity Sales Training, Matthew Whyatt, down in the Gold Coast in Australia. So, join me in welcoming Matthew. How are you doing Matthew?
Matthew: Very well Bob, how are you?
Bob: Excellent, excellent. Listen Matthew, the last episode we talked about being buyer focused and we shared with our viewers the importance of the Universal needs of all buyers and how they all work, so that was great. And that was the first step of the three competencies that you have to master in order to get this whole buyer focused system. So, one, we learned how to be buyer focused. The second competency is how to engage buyers. Matthew, how do you engage buyers?
Matthew: Well Bob, that’s a great question and that’s exactly how you engage buyers, by asking really questions. Actually this is my very favourite part of the system because this has been the difference between me seeming like a normal sales person, or even anybody that follows our system, seeming like a normal sales person, being actually somebody who is actually buyer focused. Now, when I run workshops, and I know that you’ve run, you’ve run tens of thousands of workshops in your time Bob, but in our time of running workshops, what we always do is we ask people why they ask questions. And we usually get some pretty normal answers. One of the answers that I get is to learn more, to help us understand a better, what the customers need, and I even sometimes break them up into groups and have them discuss on their tables. And you know, I get lots of good answers. But really the one answer is the key to all of this, is for control. And we’re not trying to manipulate the conversation, we’re just trying to manage the time because at the beginning of the conversation we want to understand how much time we have, what we want to achieve, and what we want to make sure that we’re trucking along in an orderly fashion to make sure the buyer actually gets what they want out of the conversation.
Bob: Yeah, you got it Matthew and the way I like to explain that is: the buyer feels they’re in control because we’re always working off of their questions. Yet, who should be in control of the sales process? The salesperson? The small business owner? Or the buyer? So obviously it’s important that you’ve got to make the buyer feel important and that they’re in control and once they feel in control, guess what? They’re buying, you don’t have to sell them a thing.
Matthew: Absolutely Bob. In the previous episode we talked about the Universal needs of buyers.
Matthew: And that’s to be understood, to be comfortable, to feel informed, to feel welcomed, and the only way to actually genuinely do that in your business or in a sales prescription or presentation is to ask really great, quality questions.
Bob: You got it. You know what Matthew, let’s save that one for the next episode because we’ve got so much to share with people in one area that I think it’s worth another episode. So, stay tuned and we’ll get into more engaging questions on our next episode which I believe will be episode 45.
Matthew: 45, yeah, absolutely.
Bob: Excellent! We’ll see you next week.
Matthew: See you Bob, bye-bye.
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