By Bob Urichuck
In order to succeed in sales you need to do the opposite of selling.
You must be buyer focused to attract, engage and empower buyers to buy.
Without buyers there are no sales.
Bottom line: no sales = no revenue = negative bottom line = out of business
Sales now revolve around buyers. Buyers are everywhere. What are you doing to help them buy?
First, are you product, company, self or buyer-focused?
Answer this honestly, because if you are anything but buyer focused, you will soon be out of business in this new economy of buyers.
Once you understand how buyers buy and how they control the sales process, you will want to change how you conduct your sales. Buyers follow a system, and so should salespeople. The system must attract, engage and empower the buyer to buy.
You cannot succeed without a strong foundationto support and sustain productive behaviours.
A brand new positive and proactive attitude will certainly attract more buyers. Changing your ineffective behaviours or habits into defined daily disciplinesand efficient habits will provide you with more focused targeting. The result will be a better return on time invested (R.O.T.I.).
This approach requires organizations to be committed to doing what is “right”and to demonstrate the appropriate behaviours on an ongoing basis. It includes tracking and analyzing behaviours to increase “call to close” ratios, or, if necessary, turning away business. It also means being ethical and acting with integrity even when it’s easy or tempting not to.
By following non-traditional sales and marketing techniques you can set yourself up as an expert in your field and attract the right buyers. You will no longer be chasing buyers to get their business—buyers will be chasing you.
Once you attract the right buyers, engage them quickly to establish trust, break down barriers and enjoy an open and honest communication.
Engaging your buyers systematically this way gives you immense power, making it much easier to uncover buying motives, budget and decision-making parameters prior to prescribing solutions or presentations.
Finally, if the buyer is qualified and committed, you will carry out a prescribed presentation, empower the buyer to buy and maintain a trustworthy relationship with them.
With all the manipulative sales techniques removed from the process, salespeople experience stronger client relationships, faster sales cycles, higher margins and profits, and improved closing ratios. And you will have more satisfied customers and more referrals.Ultimately you will Up Your Bottom Line in weeks, not months.
The New Economy of Selling is About Buyers. The “Buyer Focused” Velocity Selling TM system ensures your sales team is engaged in a step-by-step process to take ownership. The result: They Execute the Disciplines of Attracting, Engaging and Empowering the Velocity Selling Cycle, to Up Your Bottom Line.
Bob Urichuck is an internationally sought after speaker, trainer—founder of the ““Buyer Focused” Velocity Selling System—and best-selling author in six languages. His latest books, Velocity Selling: How to Attract, Engage and Empower Buyers to Buy, and How to Motivate Your Team in 30 Days are new in 2014.
Sales Velocity. Your Bottom Line. Our Passion
