... and Up Your Bottom Line
Now with a fantastic attitude and appropriate goal driven sales behaviors, you also need the competencies of your profession just as a lawyer or doctor needs them for theirs. Do you have the appropriate sales competencies to increase the velocity of your sales cycle and Up your bottom line?
Well, you can develop your competencies almost anywhere. As salespeople, you can develop your competencies from reading books, in class training, on the job, being coached or through trial and error. You could join Professional Sales Associations, and in some countries like Canada, you can even get certified as a sales professional.
The competencies that salespeople need are numerous but boil down to human interaction, communication and relationship building. Gone are the traditional days of the slick, hit and run feature and benefit dumps.
Why? Because every buyer has been educated by salespeople in the past and buyers have created their own sales system to maintain control over them. Keep in mind that sales is the oldest profession in history and buyers see more salespeople in a day than salespeople see buyers. Buyers know that you have been trained and in turn salespeople have trained buyers. Buyers can predict your next step and they know all of your techniques.
 Now it is time to change since traditional and consultative selling methods no longer work on the sophisticated buyers of today‘s new economy. It is now a clear-cut case of being professional and following a “Buyer Focused”, selling system if we want to increase the velocity of your sales cycle, increase your revenues and your margins to up you bottom line.
A buyer focused selling system is a step by step approach to primarily gaining the buyer’s trust. Once that trust has been established it is essential to set the ground rules of interaction based on honesty and not wasting time.
A sales person must then qualify the buyer by determining his/her emotional needs - pains or pleasures, type of budget allocated, and his/her decision making timing and process.
Following the steps of this Selling System allows the sales person to first qualify and then determine if their product or service can help this prospect. If the prospect does not qualify, the sales person should be honest and inform the prospect accordingly, as set out in the ground rules established earlier.
The potential buyer will appreciate this straight forward approach and a more trustworthy relationship will be established. This admirable approach to sales will likely lead to referrals and perhaps a call back at another time, not to mention the time saved from doing a presentation to an unqualified prospect.
However, if the prospect does qualify and the sales person has a solution to most of their particular needs, it is a green light to proceed with a prescription. A prescription is not a full blown presentation, but one specific to the identified buying motivators, budget and timeframe to the decision maker(s) when they are ready to make a decision.
Prior to presenting the prescribed solutions, the sales person re-enforces the ground rules set out earlier and then proceeds with a summary to ensure nothing has changed. Solutions, including features and benefits to each buying motivator identified, are presented one at a time with buyer confirmation after each solution is presented.
Through the prescription process the sales person will have the opportunity to measure the buying pulse of the buyer and make any necessary adjustments. When done correctly, it will lead to a close.
The most effective question to finalize a sale is:” What would you like me to do next?” You then empower the prospect to buy and close the deal for you.
In order to master the this “buyer focused” Selling System, a sales person must discard old selling habits in exchange for new sales behaviors.
A new approach to buying and selling requires effort and perseverance but in no time you will master the system. The overall sales cycle will be shortened, your sales will increase, and you will up your bottom line.
However you cannot become competent in this Selling System unless you have supporting walls and a strong foundation from which to work.
Without a “buyer focused” selling system, salespeople are working on a hit and miss basis. They are wasting time and not getting the results they could be getting. They become a slave to the Buyer’s System.
A professionally trained salesperson, who follows a proven selling system, is a very powerful tool in any organization.
Remember, sales is the bloodline to every organization. Without sales, there are no transactions. Without transactions, there is no revenue and without revenue, the organization would not exist and no one would have a job.
The world revolves around sales. Buyers are everywhere. What are you doing to help them buy?
Now is the time for you to demonstrate the appropriate buyer focused sales competencies to get the bottom line results you and your organization require in this new economy of buyers.
Excerpt from the book, Up Your Bottom Line, with the Velocity Selling System by Bob Urichuck
| Bob Urichuck - |
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Bob Urichuck is internationally renowned for his “Buyer Focused” Velocity Selling System. 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. As the Canadian-based founder of international Bob Urichuck Management Inc. ( www.BobU.com), Bob uses Singapore, Shanghai, Dubai and Ottawa as his ongoing hubs, having spoken in more than 1,000 cities in over 30 countries to an audience of 10,000. Read More >> |
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Who cannot afford Sales Training these days?
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