Increasing the Velocity of Your Selling Cycle

Guest post by: Bob Urichuck
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Is 87% of Your Sales Training Investment Wasted? - By Bob Urichuck

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.

Once rapport has been established, questions can then be asked. However, when using the Velocity Selling System, you need to know why questions are so important. It is imperative to know the type of questions that should be asked, and how to deal with questions from the prospect or client without giving free consulting. There are a series of questioning techniques available to salespeople that will enhance the selling relationship and increase the velocity of your selling cycle.

In the Velocity Selling System, asking questions is like taking the prospect through a self-discovery tunnel lined with their needs, desires and expectations. You are helping them to discover it for themselves. You are building a relationship step by step while improving your velocity selling cycle.

Step one is asking questions and step two is listening intently. There are several active listening techniques outlined in the Velocity Selling System which you should apply. The foremost question is, "Do you really want to service the buyer or are you there for your own reasons?"

In today's new economy of buyers, traditional and consultative selling methods no longer work. To increase the Velocity of your Selling Cycle you have to accept that your encounter with the buyer is not about you, your products or services. It is entirely about the buyers' needs and desires, and their budget and time frame.

Good questioning and listening techniques will help your Velocity Selling Cycle engage and empower the buyer to buy while establishing a lasting relationship for additional business, referrals and introductions.

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Free PDF Download
Is 87% of Your Sales Training Investment Wasted? - By Bob Urichuck

About the Author: Bob Urichuck

RSS for Bob's articles - Visit Bob's website
To download your complimentary White Paper "The New Economy of Buyers, Why Traditional and Consultative Selling Methods No Longer Work", visit http://www.BobU.com
Bob Urichuck is an internationally renowned Velocity Selling Specialist.

For the last 15-years he has worked with fortune 500 companies and mid size businesses, To Inspire, Empower and Add Sales Velocity to Their Bottom Line.

Sales Velocity. Your Bottom Line. Our Passion

Bob Urichuck, is a Canadian and the author of two best-selling books, Disciplined for Life, You Are the Author of Your Future and Up Your Bottom Line, through the Velocity Selling System. He is also a contributor to the book Sales Gurus Speak Out.
Bob has been recognized as an International Sales Expert and ranked # 7 in they World's Top 30 Sales Gurus. Bob was named Consummate Speaker of the year (2000), and awarded Platinum Speaker Status by Meeting Professionals International (MPI). Bob is a Certified Master Trainer (CMT) and Certified Sales Professional (CSP), and he holds a diploma in Adult Learning from St. Francis Xavier University. Bob is the founding president of the Canadian Association of Professional Speakers (CAPS), Ottawa Chapter.

Using Singapore, Dubai and Ottawa as his ongoing hubs, Bob has spoken in over 1,000 cities in over 30 countries to audiences with as many as 10,000 participants in one event. Bob has also written articles and appeared in a variety of print media internationally and is regularly interviewed on national radio and TV programs in his home country and internationally.
His extensive travels have inspired him to work toward a better world on many levels. He is a certified social entrepreneur.
Bob is a catalyst for constant improvement and a cultivator of human potential. His purpose is to inspire, educate and empower people and organizations globally to significantly increase their performance capability while constantly improving the quality of their lives and the lives of others with whom they come in contact.

Click here to visit Bob's website.

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