Tweet

Increasing the Velocity of Your Selling Cycle

Guest post by: Bob Urichuck

Article Overview: 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.

Increasing the Velocity of Your Selling Cycle

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.

Related Articles
  Targeting for Velocity Selling Cycles in a New Economy
  A Velocity Selling System that is as Simple As ABC
  Competencies to increase the Velocity of your Sales Cycle and to Up Your Bottom Line
  Why Salespeople Have Trouble Closing
  Research Supporting ROI Based Selling
  The Cycle For Success
  Want to UP Your Bottom Line Quickly in Today’s New Economy of Buyers?
  Easy Way to Shorten Your Sales Cycle
  Improve your Marketing Cycle, Increase your Revenue
  The Easiest Way to Make a Sale When You're Stuck
  When Managing Change - Understand The Grief Cycle
  The Foundation to Sales Success in Today’s New Economy of Buyers
  6th of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
  3 Ways to Feel Better About the Economy
  Stupid Choices in the Selection of Sales Assessments
  The 10 Minute Way to Boundless Energy
  Why paying attention to where you are in the business lifecycle will help you - part 2
  Quality in Marketing: You must start with these 2 definitions
  Where Are You In Your Client\'s Buying Cycle?
  The Biggest False Assumption in Sales

Article Tags: New Economy, Sales Coach, Sales Consultant, Sales Management Training, Sales Motivation, Sales Speaker, Sales Trainer, Sales Training, Velocity



Related Forum Posts
Hi from Adelaide Australia - Hi guys and gals my name is Dave Gilbert and i am a Sr Partner at Velocity Marketer a joint US and Australian company that runs Kooiii.com. I have been a Marketer, Web entrepreneur/developer and search technologist for the last 15 years specializing in SEO,SEM,SMO .
Re: Kevin's Case Study #10 - When to become an entrepreneur? - When the bug bite you. A lot of successful entrepreneurs started in their teens or at school. Selling sweets to fellow students or lemonade to firends in the neighbourhood.
Re: This is Marketing Warfare! - Hey GT, I guess this was from a while back, and it'll test your memory a bit but could you possibly elaborate on Unique Selling Proposition? Can you give us some examples of good USPs?
Blog pinging - Thanks Martin - yes, I do ping and it has been very effective. I'm currently on the first page of Google for Mastermind Group and on the second page for Selling to Small Business.
Business magazines - Fast Company is pretty good if you're into technology although it can be very on the edge. Entrepreneur has become one giant advertisement and I cancelled my subscription. Selling Power also has some useful content if you're looking at improving your sales skills / presentations.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Severance and Separation Agreements

Top 7 Tips to Real Estate Agents’ Success

Here's a great ROI

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.