In the latest episode of Velocity Selling TV, Bob Urichuk and Matthew Whyatt discuss how to set the parameters in a conversation after you have built rapport.
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Velocity Selling TV Episode 63: Step Two, Setting Parameters
Bob: Welcome back to Velocity Selling TV, my name’s Bob Urichuck founder of Velocity Selling and today we have Matthew Whyatt the CEO of Velocity Selling down in Australia. Great to see you again Matthew.
Matthew: Good to be here again Bob. I’m really enjoying the process. Sixty-three episodes, it’s been more than a year of going through this, so let’s dive in.
Bob: Ok. Last week we talked about building rapport and how important it is to build a commonality, the trust factor, mirroring and matching. And of course, looking at the different communication styles, visual, audio, and kinaesthetic, and that’s all in episode 62. We ended episode 62 with- how do we know when we have rapport? When the buyer’s really open with you and talking openly and laying it all on the line. However, we then have to continue in our conversation because time is money. Matthew, we built rapport, we’ve got there, we’ve completed step one of the Velocity Selling system, how do we enter step two?
Matthew: Bob, it’s really simple.
Bob: Role play if you want.
Matthew: We do that with a question by actually asking how much time they’ve got set aside for today. I usually interject, if we’re talking about their dog or their fishing trophy or whatever it is, ‘Hey, sorry to interrupt, but how much time do we have set aside for today?’ And the client could say ‘Half an hour’. Ok, well let’s make sure that we go ahead and achieve everything we wanted to achieve, or that you wanted to achieve. Are there any particular agenda items that you’ve got set out for this conversation? And the customer might say, I want to make sure of this, this, and this, and what have you got to offer? I say Ok, what do you feel is the outcome that will make this a great meeting. What would be the outcomes of that? What we’re trying to do is get them speaking, continuing to speak more than we speak, but we’re actually starting to re-direct the conversation over to the area that is of particular interest or of pain for them.
Bob: Now, before you get into that area where they have their problems, what must you always get permission for?
Matthew: As I was just about to say, what we want to make sure, we then ask, DO you mind if I ask questions and also, do you mind if I take notes?
Matthew: Absolutely got to do that – nobody’s ever said no, you can’t take notes, well nobody’s ever said that, if they did we’d probably have to think on our feet reasonable quickly.
Bob: I’ve had it happen once. I’ve had it happen once to me and the person said No, it’s all confidential and it’s not about you taking notes for yourself it’s about if somebody else ever got your notebook, so no. Point blank. So no problem, pen went down, paper went down and I said fine, no notes and I just ended with Do you want to ask the first question or do you want me to?
Matthew: Fantastic. That’s how we want to roll forward and we also want to make sure that we set the parameters. One of the parameters I like to set at this point is talk about the biggest objection that we hear. Sales people often hide from their objections. They often hide from the fact that they’re the most expensive in the marketplace and that’s a point I like to bring up. Hey, Mr. Chuck, whilst we provide and add value to the marketplace, we are a more expensive provider, is that going to be a problem? And what that does it really brings out to the floor. So whatever your biggest objection here is, for the salespeople listening and the business owners listening today, bring that up and nail it between the eyes.
Bob: Exactly. That’s excellent Matthew. We go in, we set parameters by excuse me, how much time do you have set aside, what’s your objective – what do you want to accomplish today? Permission to ask questions, take notes? We make them comfortable with no or yes, but we get them to work on an honest, yes/no basis because think it over really means no and it ends up wasting peoples time. We deal with biggest objections and what should we do next? That’s fantastic. So now, we’ve got parameters set, so next week we’ll get into Step Three, Buying Motivators. This is where we start to ask the questions on the problems or the pains or pleasures that they want to relieve themselves of and take it from there. Thank you Matthew, we’ll see you next week.
Matthew: Fantastic, bye for now.
Bob: Sounds good, buying motivators, episode 64, next week.