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.
Bob: Have yourself a great week Matthew.
Matthew: You too Bob. Bye for now.