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.