22 February 2010
Bob
Employee Motivation Techniques, Personal Goal Setting, Sales Techniques, Sales Training, Team Building Exercise
No Comments
Sales Are Flat-Lined, Buyers are Slow to Buy, Sales Cycles Are Too Long, Lost Control of the Sale Process, Bottom Line is Behind Projections…
If this is true, you must appreciate that sales revenue is the life line to your bottom line. Without buyers, there are no sales. Without sales, there are no revenues. The world revolves around sales, but more importantly, it now needs to revolve around buyers. Buyers are everywhere. What are you doing to help them buy?
The economy brought on a shift from selling during the boom times to attracting, engaging and empowering the new economy of buyers to buy.
Traditional and consultative sales methods no longer work. The sales cycle is longer than need be and the margins are dropping.
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13 February 2010
Bob
Sales Coaching
2 Comments
Trust is something one earns and is certainly required in order to make a sale. Without trust, there is no rapport or connectivity and your sales cycle takes longer than it should, and usually without results. To regain velocity in your selling cycle, you need to first gain trust. Gaining trust is the first objective in the Velocity Selling Cycle.
How do you secure trust in your sales approach today?
Do you talk about yourself; your products and services; and your company?
Do you look around for something of interest to the prospect, such as a golf trophy on the office shelf? Do you offer a firm handshake?
If you use any of these traditional sales techniques, you should stop immediately. In today’s new economy of buyers, you will not secure trust or respect in the field of professional sales by using out dated techniques.
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7 February 2010
Bob
How To Sell
No Comments
Velocity Selling begins with buyer relationships. People buy for emotional reasons and they buy from people they like and trust. The Velocity Selling Cycle starts with building relationships.
In the Velocity Selling System, you must first establish rapport with the client in order to build a lasting relationship. You need to know the components of the NLP rapport pie and how to build rapport in the first 30 seconds of meeting.
You must learn how to identify an individual’s predominant sense and how to use that sense to your benefit, especially during the presentation phase. When these techniques are applied, you enter into the Velocity Selling Cycle.
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