Velocity Selling TV -Episode 74 – Tools for Success

In the latest episode of Velocity Selling TV, Bob Urichuck and Matthew Whyatt discuss the tools for success.

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Velocity Selling TV Episode 74: Tools For Success
Bob: Welcome back to Velocity Selling TV. This is Bob Urichuck and I welcome Matthew Whyatt. Matthew another great week I hope?
Matthew: Absolutely Bob.
Bob: There’s no other way to have it. Thank you for being with us again this week. Matthew we talked about, we’re on the topic of discipline, we talked about discipline towards yourself, both on a daily, weekly, monthly, quarterly, and annually basis. We talked about discipline towards your organisation, preparing for the sales call, how quickly you reply to emails, telephone calls, etc. You know, that whole discipline of being there for the organisation and targeting and reaching the goals that are already being measured on. Today, we’re going to talk about, no, the last one we talked about was behaviour towards your buyer where we talked about the importance of listening, and asking questions, and the four universal needs of buyers. Now today what we’re going to do is provide people with some tools for sales success. And when we talk about tools, it’s tools to help become more disciplined. Now when we’re more disciplined, of course, what’s the foundation? We need to have goals. Would you agree Matthew?
Matthew: Absolutely. Now this is not just sales success I think this is overall success. You could actually out these tools in place and we’ll let you talk about them in a moment, ‘cause you created them, but even if you had family goals or fitness goals or if you were giving money to charity or working with a charity, all of this, anything you want to be better, you can actually use these tools to actually monitor and measure the progress.
Bob: Ok, so let me go through a few of them. One of the key things is, and we discussed this already under behaviour, now if people go to velocityselling.com they can sign up for a 7-day free trial offer, no questions asked, but if you focus on going to behaviour, it starts with attitude towards you, the second category is behaviour towards yourself and behaviour towards your organisation, the first thing we discuss there is goals, how to set them. So there you can learn about the goal log, it’s one of our most productive forms because it helps people define their goals. What they see, what they hear, what they feel, making it real, what potential obstacles that can come up, contingency plans, people, groups of people that can help them, resources, and then creating an action plan for success followed by monitoring your behaviour. The full form is there with all the definitions they can download it. The other form of course supporting this is what we call a goal sheet. Once you have all your goals you can summarise them all the way to this year, you can go this quarter, this year, but we want people to go a little further, three years out, five years out, ten years and beyond, so on one piece of paper you can have your road map and that’s the goal log form which will help you. The one for discipline that will help people so much, we call it the monthly monitor chart. The monthly monitor chart has the numbers one through thirty one, each representing a day of the year and as we go down the left-hand side we have what we call our daily disciplines. I reviewed my goals, morning, noon, and night. Now what would happen in your life if you reviewed your goals three times a day, everyday?
Matthew: Ah, man, well I’ve been doing that and I’ve just seen the growth of my health and wealth over the course of the last year, absolutely. It just goes up.
Bob: Yeah. And the idea is you give yourself a checkmark. If you didn’t do it, you leave it blank. The idea is to get twenty-five checkmarks out of the 31 and it automatically becomes a daily discipline for you. So it’s a great tool to help people there and again you can get that at velocityselling.com under the behaviour category, behaviour towards yourself and behaviour towards your organisation. Now as we go further down that sheet you’ve got daily affirmations, and you have space to identify your top three goals for the month and the three top actions to take on a daily basis to help you reach that goal. So it’s a very useful form, you can customize it for yourself. It’s easy it sits there and it’s part of your daily routine or reviewing your day.
Matthew: Yeah perfect. So we’ve also got the behaviour worksheet I think?
Bob: Yes. Now you’d mentioned that in an earlier episode Matthew you know where, and I found it here in the book, you know it’s also on the online training, but on page 100 of all things, under Velocity Selling, you’ve got here: “In order to generate X dollars, I need to get in front of X prospects. In order to get in front of X prospects I need to book X appointments. In order to book X appointments I need to speak to X prospects. In order to speak to X prospects I need to initiate certain points of contact. In order to initiate certain points of contact I need to….you know what I mean? So you keep going down. It’s like you said you get the end result and work backwards. And that’s a simple form to help you get there. We also have the sales worksheet where you can take your annual and based on vacation and high and low seasons you know, put your numbers in for the year, it helps you break it down it helps you simplify it so you kinda know certain times of the year. What minimum behaviours do you have to demonstrate so you can get the results that you’re looking for.
Matthew: Absolutely Bob. One of the things about discipline and monitoring, I was speaking with Murray Delmeter, and he started a franchise called Donut King and he grew that to three thousand stores and started a bigger organisation called The Retail Food Group in Australia which now manages half of the franchises that are around Australia. Not maybe half, but certainly a lot of them and he was telling us stories how the monitoring that he has inside his business and he was telling a story about how he was having a lunch with a guy from McDonald’s and that guy was getting messages from his managers. He would then phone the managers and say hey, you’re 2% out of wages, fix that by the end of the shift. So we’re talking about McDonald’s a multi-billion dollar organisation and they are managing on those one or two percentages.
Bob: Yeah.
Matthew: So if you know what your numbers are, if you know enough to measure you can start making course corrections because even in an airplane if you take an airplane from Australia to LA if you’re 2% off you’re going to end up in Guatemala.
Bob: You got it.
Matthew: So you need to know where you are at all times and make the small course corrections as you go and you can actually keep your target without finding at the end of the year, well hang on, I was supposed to have a million dollars, now I’ve got a hundred grand, what went wrong?
Bob: Yeah. And that’s another good discipline overall. After every sales call, debrief. What went well, what didn’t go so well, what could we do differently next time? Anyways these are some tools to help you. We have a lot more. You can get them out of the book, Disciplines for Life, which I wrote. That’s available at bobu.com. But I highly recommend if you’re in sales go to velocityselling.com sign up for the day free trial offer. Get as much as information as you can. There’s over 300 modules, it’s continuous learning, it’s affordable, it’s accessible, but for now, just go and check that out for your own benefit. Download it free of charge.
Matthew: Perfect Bob. Well that’s a great place to stop there so have a great week and I’ll talk to you again soon.
Bob: Alright, thanks again Matthew.
Matthew: Bye for now.




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Velocity Selling TV – Episode 73 – Discipline Towards Buyers

Sales Coaching Recruiting

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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Velocity Selling TV – Episode 72 – Discipline Towards Your Organization

Sales Organization

In the latest episode of Velocity Selling TV, Bob Urichuck and Matthew Whyatt discuss the importance of discipline towards your organization.

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Velocity Selling TV Episode 72: Discipline Towards Your Organisation
Bob: Welcome back to Velocity Selling TV. This is Bob Urichuck and again this week I welcome Matthew Whyatt from the Gold Coast in Australia. Matthew talk to us about Discipline towards your organisation.
Matthew: Bob this is a really important component of getting your business right, getting your business fit for actual success. There’s a couple of statistics I just want to throw out to you and you got to think about how your buyers want to buy. It’s a known statistic and it’s come from CSO Insights which is a large data organisation, if you actually respond to your customer within 5 minutes of them making a web inquiry you’ve got a 50% higher chance of them becoming a client. Now, have a think about that. The discipline that needs to wrapped around- you receive a web inquiry, you’ve spent all this money on doing SEO, all this money and time doing marketing, I’ve made a web inquiry and so many businesses I talk to get a web inquiry and they go ‘oh cool, I’ll deal with that in a couple of hours. I’ll deal with that tomorrow. I’ll do all these other jobs first. You know what, 50% greater chance and it’s a hockey stick curve downwards the longer you take to respond and that’s just one component. Inside an organisation you want to create some disciplines how quick do you respond to emails, how quick do you respond to a phone call, how do you manage your client relationships when somebody comes and puts a support ticket in if you’re a tech company, what’s your service level agreement? Those sorts of things. So you need to actually think about these things. Maybe become part of your promise, part of your core values and then your customers can know wat to expect from you and in doing that they can trust you and in trusting you they can refer you. It’s all part of the one making sure you are disciplined to ensure your customers receive the best of you.
Bob: And the whole idea behind it is Matthew is to exceed customer expectations, to engage them, to build the relationship as quickly as you can. And of course in sales on of the disciplines is we have targets so we always have to look at goals. What are the top three goals that the organisation wants to accomplish this year? What’s that revenue target? Well if we took that 12 million dollar revenue target and broke it down by month, that’s a million a month. Well down by month, we’ve got to break it down- weekly behaviours and daily behaviours, and how many phone calls and how many networking events and all these sorts of things so when we look at disciplines, we have to look at our complete marketing package our complete organisation, our complete discipline of what we commit to do, even when we don’t want to do it. And the bottom line to all this is what are your top three goals that you want to accomplish this year in your organisation? And then make that your top priority and focus on them, discipline yourself accordingly with effective habits and you will get the results.
Matthew: Absolutely Bob. So, one of the things that I teach my clients to do is to actually start reverse engineering the sales process. OS if you want to get a hundred grand a month worth of sales, what does that mean? You need to get- I work with a lot of technology companies as you know – so they’ll need two or three hundred thousand dollars worth of proposals in the market so the proposal – beg your pardon?
Bob: That’s as per the behaviour worksheet we discussed under behaviour towards your organisation. We have this behaviour worksheet where you work from the end result back to how many dials you have to make today? And to make so many dials how many names do you need on the list? Etc, etc.
Matthew: Absolutely.
Bob: and if people want those forms all they’ve got to do is….
Matthew: Ask.
Bob: Exactly. If you don’t ask,…
Matthew: You don’t get.
Bob: Alright.
Matthew: This is like a vordavelex Bob. You know, we’re going backwards and forwards.
Bob: Exactly. So here’s the thing, when we take a look at discipline we don’t just have daily disciplines. We have weekly disciplines, we have monthly disciplines, quarterly disciplines, and annual disciplines, things we have to do on an ongoing basis to help us get where we want to go. You define them for yourself and then guide yourself- reward yourself and punish yourself accordingly. So Matthew in our next episode we’re going to take a look at discipline towards buyers and some of the disciplines we should have when we’re with a buyer Are you ok with that for next week?
Matthew: Absolutely Bob. Talk to you then.




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Velocity Selling TV – Episode 71 – Discipline Towards Yourself

Sales Discipline

In the latest episode of Velocity Selling TV, Bob Urichuck and Matthew Whyatt discuss the importance of discipline towards yourself.

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Velocity Selling TV – Episode 71: Discipline Towards Yourself
Bob: Welcome back to Velocity Selling TV, this is Bob Urichuck, founder of Velocity Selling up in Ottawa, Canada and today we’ve got our one and only Matthew Whyatt down in the Gold Coast of Australia. Matthew, good to see you again.
Matthew: Great to see you too Bob. How are you today?
Bob: I am absolutely fantastic. It’s going to be another great day. Especially now that I’m a senior citizen.
Matthew: Actually that’s right Bob. Happy Birthday!
Bob: Well thank you Matthew. In the meantime, let’s take a look at this episode and take a look at Discipline. You know we’ve covered so far four modules. We talked about attitude, we talked about behaviour, competencies part one, competencies part two and to complete the whole cycle we’ve got to talk about discipline. This is where we take everything we’ve learned and we apply it in sections of discipline for ourselves. Matthew, why don’t you take a couple of minutes and talk about Discipline towards yourself. What are some important things people can do to become more disciplined? And of course, how do they reward themselves or punish themselves accordingly.
Matthew: Absolutely Bob. This is a really interesting subject especially in the last little while where I’ve been reading some more books on the topic. For example, Tim Ferris, everybody here should know about Tim Ferris, if you don’t know about him, go and look him up. He’s a bit of a success hacker guy out of silicone valley and he’s interviewed hundreds and hundreds of top performing CEO’s, athletes, billionaires, everybody, from President’s to Tony Robbins and asked them a couple of questions. And one of those questions is always, what’s your morning routine? Most of those people, 90% of those people have a structured morning routine to get themselves into state, to get themselves ready for the day. And so have a think about how you prime yourself for success because your habits will determine a lot of the things that occur in your life. Now Bob, about two years ago when I really started getting into Velocity Selling, you talked about your particular morning habit and I’d like to actually offer you the floor a moment to talk about your morning ritual.
Bob: Well I guess it’s all about, I ask people, I ask listeners, what’s the most productive time of your day? Some people say morning, some people say afternoon, some people even say evening. I ask the question what would happen in your life if you took one hour of your most productive time and dedicated it to the most important person in the world, yourself, what do you think would happen? Well of course all kinds of things would happen because now you’re going inside yourself, inside the most important person in the world and you’re setting your priorities. What I did I realized I was a morning person instead of getting up at 7:00, having a cup of coffee, I’d get up at 6:00 in the morning and dedicate that first hour to me. It would be like how can Bob take Bob where Bob wants to go? And it could be reviewing goals, strategizing, being thankful, a lot of different things and at 7:00 of course, here’s the secret, any discipline that gets recognized or rewarded gets repeated. So if I do my Bob time, guess what, 7:00 I reward myself with my first cup of coffee. And as I have that first cup of coffee I give thanks to the world for the fact that I can have a clean cup of coffee when there’s people that can’t even get clean water in the world. Again, give thanks. It’s an attitude of gratitude. And I believe in physical fitness. I got to take care of this, this is all I’ve got. So I’ll walk, I’ll ski, I’ll snowshoe, I’ll swim, I’ll do whatever I can and of course my reward for that is breakfast. And from breakfast, it’s take a shower, go and present. Now if I go and perform, well how do you think I’m going to perform? Because the bottom line is this, if I don’t have it inside of me to give away, I can’t give it away. So that’s why it’s so important for people to start with themselves and get themselves geared up from the inside out so that they can go out in society and make that difference.
Matthew: Yeah look, that’s fantastic Bob. Because it’s structured, it’s something you can repeat and repeat and repeat every single day of your life and that’s why you look so young as a senior citizen, you’ve been able to look after yourself and you’ve got that discipline around how you work. You know some of the highest performers in the world, most of them, about 60% will actually do some sort of internal meditation and that might just be sitting quietly for ten minutes, it doesn’t need to be some dot on your forehead sitting on a rock, chanting. It’s just taking time to have gratitude towards yourself.
Bob: That’s right and go inside and visualize the things you want in life and set your priorities and remember you will only live what you visualize clearly in the mind so it starts here. Just taking fifteen minutes to visualize your goals and your timing or visualizing – a discipline I used to have years ago Matthew before going out on a sales call, I would sit in the car and I would visualize the call. From going in and meeting the receptionist, to being introduced to the decision maker, to asking a bunch of questions and listening to them, empathetically listening to them and of course getting around into the meat and actually the more you can see it here, the more real it becomes out there.
Matthew: Absolutely now I really want to talk about how discipline towards your buyer in a future episode and how we can really make that work inside the business, we’re not going to get into that just yet. I hope the take away from this conversation today between Bob and I is to really think about your morning routine. Are you getting up, rolling over and looking at FaceBook for ten minutes. Is that really going to set you up for success for the day? I very much doubt it. If you check your email in the first part of the day, is that going to help you? No it’s not. You’re actually going to start, because email is someone else’s task list being forced upon you, most of the time. So take that. And I’m the biggest – I’m so guilty of that and I’ve done that so often in my life, I was, I really adopted to the whole email on phone thing. I’ve had it for about fifteen, eighteen years now and it’s so important to get yourself away from that, take care of yourself, and then you can take care of the world, and you can take care of your business.
Bob: and that’s where punishment kinda comes in. It’s reward/punishment system. You reward yourself for your effective habits, for your daily disciplines, month long disciplines, or quarterly disciplines. Reward yourself. However, you punish yourself if you don’t do what you say you’re going to do, you’re going to punish yourself. If I go partying tonight and I don’t get up until 9:00 tomorrow morning, well I’ve missed Bob time, I’ve missed breakfast- or exercise time, and I miss breakfast. And I do without them and it teaches you the way it goes and after doing this, one or two times, you really get the hang of it and you start getting very disciplined because you don’t want to do without.
Matthew: Yeah that’s right Bob. That’s the missing ingredient for a lot of people. It’s all carrot and no stick. That’s fantastic Bob. Thanks very much. I’m really looking forward to continuing to unravel this discipline piece because I think it’s the hand and glove, it’s the last piece, it’s the cornerstone that actually holds the bridge up. So let’s come back next week and we’ll talk again about more discipline.
Bob: and I think for our listeners, is take the time right now to ask yourself what disciplines would I like implemented on a daily basis? Whether it be your morning time, your power hour, or all these different things in your life that you want to get done, what’s your reward, what’s your punishment, and have a list. In our next episode we’re going to talk about discipline towards your organization, whether it be your business or whether it be your organization you work with. So Matthew, until next week, have a great week, we’ll talk to you then.
Matthew: Fantastic, bye for now.




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Velocity Selling TV – Episode 70 – The Cheat Sheet

Sales Cheat Sheet

In the latest episode of Velocity Selling TV, Bob Urichuck and Matthew Whyatt discuss the ultimate sales cheat sheet.

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Velocity Selling TV Episode 70 – The Cheat Sheet

Bob: Welcome to Velocity Selling TV.This is Bob Urichuck located in Ottawa, Canada and Matthew Whyatt located in Gold Coast, Australia. Welcome back Matthew.

Matthew: Thanks very much Bob.

Bob: Matthew I really am thankful for all the time you’ve taken over the last few weeks to explain the buyer focus velocity selling system you took people through all eight steps. And I think we concluded last week that we were going to share the sheet with everybody. The cheat sheet is really a summary of the velocity selling system and a close call review and how how has this cheat sheet ever helped you Matthew or how have you used it in the past?

Matthew: Actually Bob I took your advice and I printed it out stuck it in my in my notepad and went ahead and I was going through a meeting actually one particular situation. I’m giving the person to uncover their buying motivators which you know is step three. Gone through build rapport step one, set parameters step two, and now the buying motivators. And I went ahead and I wanted to move into how they make a decision. I almost said that and I realized where I was up to. I remembered that I needed to. I had a visual of the process on Step Four was financial ability. I asked that question. I tried to divert. I came back and did some bracketing and really got clear about that particular element. So in that in the cheat sheet we actually have the questions in here. And so I because I’m a visual person I remember a picture in my mind asked the question and moved through the process much much better. So so guys if you’re watching this if you’re if you’re in sales or a business owner do you go ahead and download it. We’ve got it below. Go through the process if there are steps or guides to move through that if you don’t do it if you try to do it out of order you’re going to lose. Simple as that.

Bob: Well here’s the thing Matthew it’s it’s not only the process the follow through but after your call. Use it as a post call review and identify what went well what didn’t go so well. What would you do differently the next time. Yes don’t forget there is an outcome of every sales call and the five positive outcomes Matthew you remember them?

Matthew: Of course. So it’s a yes, a no, a clear future, also you got a referral and the last one is well it’s actually unclear future is that it is one of the outcomes and we don’t want that. That’s the worst thing we want to get.

Bob: Or if we didn’t get any of them we failed and if we failed we’re there…
Matthew: and that’s where we learn something.

Bob: Yeah that’s what the post call review is all about. What this cheat sheet is all about to help you guide you through the process and then afterwards go through it and see if you clicked that all in because you see you didn’t learn how to ride a bicycle in a seminar. You’re not going to learn the velocity selling system between these TV episodes. The real reason the real way to learn it is to actually actually get in the online training take the videos understand them do the workbook exercises apply it in real life come back get some coaching and some feedback on where you did not do well or where you do well and keep moving forward. It’s an ongoing continuous behavioral change. So we want to see you succeed. And this is one of the ways to help you succeed. It’s a little tool. Another of many tools that we have for you.

Matthew: That’s perfect Bob So yeah look what I’d like to encourage everybody is to just go below the video. Click on the link to sign up for seven day free trial.The that the training goes into a great deal of depth about all the areas if you want to find this particular section has competencies part two. So do go through that. So we’ve got attitudes, behavior, competencies, and disciplines and the last part is to really understand what is going to take to really put this thing into action and make sure you’re at the top 1 percent of your game.

Bob: You got it. And that’s all about discipline a commitment to the most important person in the world doing what you have to do even when you don’t want to do it. Matthew I don’t want to say goodbye for this week. I’m pretty excited about it all but I do look forward to seeing you next week. And we’re going to dive into discipline.

Matthew: Fantastic.

Bob: Have yourself a great week Matthew.

Matthew: You too Bob. Bye for now.




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Velocity Selling TV – Episode 68 – Step 7 Prescribing Solutions

Sales Solutions - Prescribing Solutions

In the latest episode of Velocity Selling TV, Bob Urichuk and Matthew Whyatt discuss the penultimate seventh step in a sale, prescribing solutions. Also, don’t forget to download the free guide available below the video.

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Bob: Welcome back to Velocity Selling TV. My name’s Bob Urichuck, I’m located up in Canada, actually Quebec, Canada, just outside the nation’s capital Ottawa and I have my good friend Matthew Whyatt down on the Gold Coast of Australia. Welcome back Matthew.
Matthew: Thanks very much Bob.
Bob: That’s great Matthew. Over the last number of episodes we talked about the Velocity Selling System. From episode 62 I believe, step one building rapport, step two setting the parameters, step three uncovering buying motivators, uncovering financial ability in step four, step five uncovering decision making, last week we summarised step six summarising the whole process and in the summary we decided to proceed, we can help this buyer so we’re moving forward with a prescription. What are prescriptions all about Matthew?
Matthew: Well prescription as I said before we use the word prescription quite deliberately not presentational. We use the word prescription because we see ourselves as doctors of selling, because if you get a prescription from the doctor and he hasn’t diagnosed your problem, it’s malpractice. So we want to make sure that we don’t just decide that our widget, or our thing that we are selling is just the only thing that we’ve got to sell, it actually fits with the customer. We’ve qualified them in or out for ourselves not the other way around when the buyer says we don’t want you. We want to make sure there’s a few things here. When you go into this presentation meeting if it’s the same meeting then you don’t need to do this, but if it’s a future meeting where you are presenting a proposal, in a lot of larger environment’s you do need to do that, you want to make sure you start the meeting with understanding that something has changed. Mr. Buyer has anything changed since the last time we spoke? Now I’ve been in sales situations where the salesperson, myself has gone and given the big dog and pony show because it’s been a number of weeks in between thinking that I am absolutely crushing it, get to the end, ask for their order, try to get them to buy because I wasn’t fully involved in the Velocity Selling System at that time, and they’ve said actually we’ve had a change of circumstances, we can’t do this anymore.
Bob: Yeah.
Matthew: And I’m just thinking, I’ve just spent an hour doing my best work and they don’t want it. So make sure that nothing has changed. It’s a super important part about the prescription process.
Bob: So what you’re saying is the beginning is summarising everything that you’ve left with.
Matthew: Absolutely.
Bob: in other words, whatever your summary was last week, well you start by that summary today and you open. That’s your beginning. Alright, great. So we summarise that and then we move forward, nothing’s changed.
Matthew: So we figured out that nothing’s changed and say look, last time and throughout our conversations we’ve identified these four or five or two or three major issues. You want to ask them what they want you to solve first. Once again it’s not about you and your presentation, your dog and pony show, it’s about them. And they might say well this is actually the most important thing and we move to that and solve it. And then ask them what’s next and then solve it. And then ask what’s next and then solve it. Giving them the perception of control of the conversation whilst making sure you’re on track only dealing with their issues. That’s the point.
Bob: Jackpot.
Matthew: Don’t talk about the speed or connectivity or whatever it is, talk about only their issues in their business outcomes.
Bob: In other words, sell today, educate tomorrow is the rule.
Matthew: Absolutely.
Bob: Sell today, address the issues only. Don’t talk about the other bells and whistles, that’s the educate, that can happen tomorrow. That’s when you bring the client more value. That’s excellent Matthew. You’ve got the beginning where you summarise, in the middle where you look at their biggest challenges, let them tell you which ones, you give your solutions to each of them, that’s great, what happens next?
Matthew: So really if you’re asking for the business at this stage we want to test the water. One of the techniques, there’s a thousand techniques that you can use, one of the ones that I like to use is the scale of one to ten. Are you happy with everything that we’ve spoken about today Mr. Buyer? Yes I am. Look, just so I can understand on a scale of one to ten, one is I’ve completely missed the mark and ten is you’re ready to get started, where are you? If it’s under a 6, then you take the fall. Sorry obviously I’ve messed up here somewhere, what areas did I not address? If It’s over 7, we want to ask the question, what would take you to get from a 7 to a 10? What are the two or three things? I always ask two or three things so the person will go a bit deeper, using the rule of three plus. What are two or three things that will get us to a ten? If they say a nine, I generally, jokingly with a smile on my face, I say Mr. Buyer, are we generally working on a scale of one to nine here and ten doesn’t exist? Bit of a laugh bit of a smile. Alright then, the last question is really simple. How would you like me to proceed?
Bob: Yeah, in other words, you’ll let the buyer buy.
Matthew: Let the buyer buy, exactly.
Bob: That’s fantastic. You just empowered the buyer, what would you like me to do next? That’s fantastic Matthew. So we start with summarizing to make sure that nothing has changed, we let the buyer identify the process of which ones they want solved, which problems they want solved first, we address that, we address only the issue- we sell today, educate tomorrow. Then we check the temperature on a scale of one to ten, zero no interest, ten they’re already using it, under six take the blame, seven, eight, nine, what’s it going to take to get you to a ten? Address it and as you said a nine you probably say it’s fair you work on a scale of 1-9, ten doesn’t exist, you have a little laugh and then you ask the closing question, what would you like me to do next? And then you empower the buyer to buy. Absolutely fantastic Matthew, another great episode, another great week, and I wish you another great week ahead. Next week we talk about the last step in the Velocity Selling system, step eight, maintaining relationships or account development. Look forward to seeing you then, have a great week Matt.
Matthew: Thanks Bob, bye for now.




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Velocity Selling – Episode 67 – Step 6 – Summarising

Sales Decisions

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.




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Velocity Selling TV – Episode 66 – Step 5 – Decision Making Process

sales decision making

In the latest episode of Velocity Selling TV, Bob Urichuk and Matthew Whyatt discuss the fifth step in a sale, decision making. Also, don’t forget to download the free guide below the video.

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Velocity Selling TV Episode 66: Step 5- Decision Making Process
Bob: Welcome back to Velocity Selling TV, episode 66 on decision making. Over the past few weeks we started episode 62 to identify the steps of the buyer focused Velocity Selling System. Step one build rapport, step two set the parameters, step three uncover buying motivators, step four uncover financial ability and today in episode 66, it is uncover decision making. I’d like to welcome Matthew Whyatt in Australia to help us get through the decision making step. Matthew welcome back.
Matthew: Thanks very much Bob. I really appreciate it. I’m really enjoying going into this more of a deeper dive when it comes to each one of these elements it’s so important. This eight chapters that we go through, if this is the only thing you watch with Velocity Selling, this is a key way you can improve your sales. Decision making process, super simple stuff. What we want to do is once again, you’ve moved through financial ability, you know what you want to spend, you’ve got a bracket, you’ve got some sort of idea about their budget, review their problems again, review their budget again, and then simply ask the question that I love to ask, and I’ve been asking this question for twenty years, So other than yourself, is there anyone else involved in decisions like this? Or other than yourself, is there anyone else involved in the decision making process? What it does is a couple of things, it respects that they’re involved, but also gives them the ability to tell me about other people. If you just say can you make a decision, it challenges their position in the business. It opens up the possibility that actually statistics is, business is between a hundred and to five hundred individuals require seven people to be involved in almost any decision requiring any new budget. That’s a really important thing to know and to start involving whether it’s a committee or a group or board and then you try to sit on their side and help them win that through their decision making process. That’s how we actually want to make sure that we’re uncovering that decision making process. Bob have you got anything else to add?
Bob: Yeah, the biggest question of all. When will you be making a decision?
Matthew: Of course.
Bob: Now Matthew let’s discuss when. Now I know you’re waiting on this one. Why is when so important?
Matthew: Buying cycles, especially in large B2B environments are so long and so painful that a lot of times sales people often find themselves disheartened by this future, this horizon that seems to continue stretching out forever and a day. If we get really clear on when, then it sets the emotional position for the salespeople and also gets the buyer to commit, because remember, everything the buyer says is true and correct and everything the salesperson says is questionable as far as the buyer is concerned. So we want to make sure that they are telling us what their timeframe is and then we of course can understand why that time frame exists.
Bob: Of course. And also from a point of view, when do we want to present? If they’re going to make a decision, six months from today, let’s not waste their time doing a presentation today. If anything, we’ll get back to them later, let them visit other competitors if they need to and we’ll come back in six months and finalize the deal then.
Matthew: Absolutely. It also respects, and I’ve said this to customers, if it’s not going to be for another quarter or six months or whatever it is, it’s not unreasonable to think that things might change between now and when you’re going to make a decision, how about I come back then, ask a few more questions so we can provide you exactly what you need at that time, and we can go from there. Does that sound reasonable, yes it does, and boom, you’ve moved out of there, you’ve kept your powder dry if you like, and you can actually really nail what they need at the time when they need to make a decision.
Bob: The only comment I would make on that Matthew is I would engage them to give me a commitment of what they would like to see in the process, you know, their whole decision making process and when would be a good time to come back. Again, the customer leads and I think you’re eluded to that, it’s all about the customer, their time scale, their schedule, their time, we’re there to make sure to get a commitment, or to get a clear future because we’re certainly not going to get a yes or no today.
Matthew: Absolutely, great point Bob.
Bob: That’s fantastic. So there we go, we just covered step 5, decision making. We’ve talked about rapport, set the parameters, buying motivators, financial ability, decision making, and next episode what we’re going to do is we’re going to pull it all together and we’re going to summarise and the summary step is a very important step, so please join us next week for episode 67 on summarising.
Matthew: Fantastic.
Bob: Thanks again, have a great week.




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Velocity Selling – Episode 65 – Step 4 – Financial Ability

sales, recruit, coaching

In the latest episode of Velocity Selling TV, Bob Urichuk and Matthew Whyatt discuss the fourth step in a sale, financial ability. Also, don’t forget to download the free guide below the video.

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Velocity Selling TV Episode 65: Step 4 Financial Ability
Bob: Welcome back to Velocity Selling TV. My name is Bob and we have Matthew Whyatt with us from Australia. Matthew, have you had a great week?
Matthew: Sure have Bob, how about yours?
Bob: Absolutely fantastic. Every day is a great day as you know. Well Matthew, we’ve been taking people through the Velocity Selling System: Step one, building rapport, step two setting the parameters, step three, uncovering buying motivators, and now we’re going to get into step four, uncovering financial ability. This is where we talk about money and it’s not us talking about money it’s who Matthew?
Matthew: Well it’s always going to be the buyer because everything we as a salesperson says is questionable, everything the buyer says is brilliant and true. So we want to make sure they’re speaking more about their problems and their finances than we are. So of course we want to make sure that we’re not the ones to put money on the table first. So how we do that? With financial ability, the first step, each one of these sections have steps in and of themselves. The first step of financial ability when you’ve mentally moved on, you understand all of their problems, you’re mentally moving on to start talking about money is you want to actually start reviewing the two or three main problems that they’ve got. So you review that and then you ask a question, have you got a budget set aside to address these issues? And so what you want to do in your sales room or for yourself if you’re a one man operator watching this, is go ahead and write out ‘Yes, we’ve got a budget, this is what it is,’ if they say ‘No, we don’t’ or what are the other potential answers. Maybe sit down with someone at a café and say, ok, if I’m going to ask you if you’ve got a budget set aside, what are two or three, five, answers that you could get. Normally, it’s going to be a yes or a no or I’m not going to tell you or you tell me your price first or whatever it is, do go ahead and script that out. So what we want to do next if they don’t want to tell us, is would you mind, if they do say, ‘Yes we do,’ would you mind sharing that with me in ballpark figures? It’s about partnering and ballpark figures is less intimidating, I think you already said that in a previous episode. So we want to do that and if they say no, we don’t have a budget set aside, this is actually, I’ve used these exact words, No, we’ve got no budget, I said, well how do you plan on proceeding? And just ask, and shut up.
Bob: Yeah.
Matthew: And then I’ve actually had the person go, oh well we can find the money if it’s important and whatever it is, but we don’t have a specific budget set aside for this issue. And that’s a really important thing to get them to. Sales people often feel deflated at that stage. You need to go back really quickly and ask them how they are going to fund it.
Bob: Exactly.
Matthew: That’s a real important part.
Bob: Yes, and if you can’t get an answer to that, what other steps could you use?
Matthew: That’s right, so I use price ranges or bracketing, so do you see this in 5,000 to 10,000 dollars or 10,000 to 20,000 dollars, and just by pushing a bit harder than that. Because remember, most people are lazy thinkers. If I said to you ‘How are you this morning?’ Most people are like ‘yeah, fine’, but even if your leg was off, I’m fine, because people are lazy thinkers. So if you push a bit harder on some of the questions you need to understand, and have answered for you, you’re going to actually get the answers you need.
Bob: Alright, well that’s fantastic Matthew. We talked about buying motivators last week and financial ability this week, it’s all about the buyer, it’s their problems, it’s their price and it’s us to qualify the buyer. It’s not the salespersons responsibility to provide solutions yet, only qualify the buyer. By qualifying we have to understand what their problems are and how much money. And of course, the next in episode 66 we’re going to talk about decision making. So Matthew, I will see you next week and we’ll get into uncovering decision making as part of the qualification process.
Matthew: Perfect Bob, talk to you later.
Bob: Thanks. Take care, bye-bye.



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