Velocity Selling Podcast – Episode 1 – Year In Review

In this the first episode of Velocity Selling TV we talk about the year that was and what values you hold most dear. Velocity Selling is a non-traditional sales process that provides sales, sales management training, coaching in strategic sales planning on a continuous basis to help you explode your sales and up your bottom line.

Matt: Welcome to Velocity Selling TV. Hi, My name’s Matthew Wyatt, and I am the CEO of Velocity Selling. Velocity Selling is a non-traditional sales process that provides sales, sales management training, coaching in strategic sales planning on a continuous basis to help you explode your sales and up your bottom line. The founder Bob Urichuck is with us today and with some inspiration and tips to help you get the best results for what you’re looking for. Hi Bob, how ‘ya going?

Bob: Great, Thanks uh Mathew and uh it’s nice to have the fifteen hour time change between us ‘cause you’re located in the Gold Coast in Australia, and I’m located in Ottawa, Canada. I am fifteen hours ahead, and I get the edge on the future.

Matt: Haha, that’s right. I’m good for stock tips. And so it’s summer here at the moment where we’re coming through December which talks about our subject today which is, which is goal setting and how people have gone in the last twelve months uh with their goals.

Bob: Yeah, and that’s a great topic Matthew, and I look forward to discussing it and providing our audience with some good tips on it.

Matt: So Bob, let’s get straight into it. Bob, did you achieve your goals the last twelve months?

Bob: Well, I did, Matthew. Thank you. Unfortunately, it’s only three out of the five. What I usually do is I have categories like family, financial, business, travel and personal development. And I have goals within each of them. I’ve surpassed in the three categories, however in two—business and financial—I have not met them yet, and I’m almost there, but I know as I go into the new year, we will surpass them.

Matt: Yeah, very cool. Ok.

Bob: How did you do, Matthew? It was twelve months. We’re at the end of the year, and we’ve got through twelve months. How did you do on your goals?

Matt: Look, uh, overall I used the same sort of system as a number of categories and um: personal, financial, business, family, uh things like that. The only one that I’m really not happy with is my health, and I can certainly work on that in the next twelve months.

Bob: Well ok, and hopefully during this conversation we can provide you some tips in how you can improve in that area.

Matt: Absolutely. So Bob, look, we all want to be or at least appear to be successful. Um, how do you, how do you define success?

Bob: Well, that’s a good question, Matthew. Success. What does it mean to you?

Matt: Well, success would probably mean that I’m reaching my goals. Like I’ve set out a plan and I’m executing on that and reaching my goals. That would be success for me.

Bob: Ok, that’s a good answer. But let’s understand the definition of success is the progressive realization of worthy goals. Now there’s two key words in that statement. Progressive. Progressive means it’s the journey; it’s the ongoing part. In other words, what’s your vision, what’s your long term vision for your life? And what steps are you taking toward it to get there. So progressive is an important part. The other part is worthy. It is worthy of your time and the price you have to pay to make that dream a reality? So again, success: the progressive realization of worthy goals.

Matt: Success comes to those who have a vision and they’re willing to pay the price. That’s really what you’re saying?

Bob: Exactly. That’s exactly what I’m saying. And that’s the key thing: having that vision and be willing to pay the price.

Matt: Very cool. Ok. So um do you have any more examples of how um you know success uh I guess manifests itself in you know internal, external… We’re talking in Velocity Selling about internal and external motivators and things like that. Would you like to talk about that for a bit?

Bob: Well success, let’s take a look at success for example. There’s two types of success. There’s kind of like call it the fake success, if you want. For lack of a better word. And then the real success. Uh fake success we see it all the time, and I guess a good way to position this is, um, I have two couples that I’m going to talk about. And just for lack of reference, I’m going to use different names. So let’s say Peter and Jane. Peter and Jane are very successful when you see them. They wear beautiful suits. They drive beautiful new cars. They have a nice home. Um to society they look…

Matt: Pretty successful.

Bob: Ok. Now let’s take a look at another couple, and we’ll call them John and Mary. John stays home, raises three kids. Mary goes off to work in the morning with a lunch bucket and uh works in construction. Uh, um what would you call them? Successful or maybe not so successful? Or even losers as some people refer to them.

Matt: Well probably not losers, because they’re at least employed. But, uh, you know at the same time uh probably as far as society is concerned, certainly they would be not as successful as the first couple.

Bob: Ok, so that is the external point of view. Let’s go back a step as I know these people very well. Well, uh and I’m forgetting the names now. I believe it was Peter and Susan was the fictitious names I made up, the ones who dressed really well, had nice cars and everything else. Well, they’re actually broke. They owe the bank more money than you can imagine. They hate their jobs, and their one goal is for the old man to die so that they can inherit his money.

Matt: laughing That’s terrible.

Bob: No, it’s terrible, I agree with you. But that’s the way, you know, a lot of people portray themselves with success so that they’re accepted in society. That’s living your life from the outside in. And that’s the problem in that case. Let’s take a look now at John and Mary. John was fourteen years old, his parents were never home. He set a goal for himself that when he grows up, he wants to stay home and raise his children. Today, John stays home and raises his children. Let me ask you a question, Matthew: Is John a success?

Matt: Well if he’s doing what he wants to do, then he is.

Bob: So where does success lie? Is it inside or outside?

Matt: It’s definitely inside.

Bob: You see, and this is what it’s all about. Susan the same thing. Sorry. Mary the same thing. She left the corporate world to get involved in high-rise construction. She’s doing what she wants to do. Do you think either one of them care what society thinks of them?

Matt: No. They’re actually happy. They’re doing what they want to do.

Bob; And that’s the whole point. You doing what you want to do. So when we take a look at our year in review, We gotta go back and look at ourselves from an internal perspective, not from an external perspective. ‘Cause where does success really lie? It is out there? Or is it in here?

Matt: Well uh, you have to go to sleep with yourself every night, don’t you? So it certainly lives internally.

Bob: OK, so who’s the most important person in the world?

Matt: Me.

Bob: Exactly. And here’s the thing, if you don’t take care of me, who’s going to take care of you? Nobody else.

Matt: That’s right.
Bob: Well let’s take—

Matt: Interrupting Actually Bob, I have just a very brief story. I just lived in Bali for twelve months to take some time off with the family, and that was uh one of the best years I’ve ever had. And it’s not because I made more money than I ever had, it’s far from it. But actually you know what, I really had a nice time spending time with the family and doing those things I wanted to do on a day to day basis.

Bob: Exactly! Because you took the time for yourself. You see the biggest challenge I find, in not just the past year—in the last ten years is between all the changes going on that are beyond our control. Uh, from technology to the economy, to terrorism, to uh stock market fluctuations and interest rates, and loss of jobs and all these things, a lot of them are not under our control and what we need to do is take control of the things that are under our control. And the first thing that comes to mind is taking control of all you’ve got: yourself. And that’s what you—now, this time of the year is a great time of the year to reflect back. Where did I want to go in this past year? What did I do to get there? What worked? What didn’t work? What can I do differently? And how can I start my new year off in a new step, in a new direction? That’s going to take courage, and it’s going to take discipline. And that’s what these calls are about. We want to teach you how to do these things to help you get where you want to go as quickly as we possibly can help.

Matt: That, That’s great, Bob. Look, we’re going to keep these brief if we want to deliver great delves of value, but what you’re really saying is that people need to take time for themselves, review the past, use it to build on a much brighter future in the next twelve months. And basically decide what we have to do differently next year.

Bob: Well that’s the starting point. ‘Cause you see, what I’d like to talk about next is how to set New Year’s resolutions. Whether you set them or not, there’s a way of doing it that could change your life. Because New Year’s Resolutions are not about quitting bad habits, it’s about replacing them. And we’ll talk more about that on our next episode.

Matt: Yeah, very good. Well I’m looking forward to that, so um hopefully we gave you good value today uh and we’ll see you next week. Thanks very much, Bob. Appreciate it.

Bob: Well thank you very much, Matthew, and if I may at this point I just want to take a moment here to wish everyone all the best for this holiday season. Spend the time with your family. Take the time to reflect on this past year, and take the time to reflect on yourself and where you see yourself in five, ten, fifteen, twenty, fifty years from now. Have a great holiday season.

Matt: Merry Christmas. Thank you everybody. Bye now.

Bob Urichuck

Bob Urichuck is an internationally sought after speaker, trainer—founder of the “Buyer Focused” Velocity Selling System—and best-selling author in six languages. His latest books, Velocity Selling: How to Attract, Engage and Empower Buyers to Buy, and Motivate Your Team in 30 Days are new in 2014.

Sales Velocity. Your Bottom Line. Our Passion

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