Sales is the lifeline to your bottom line. Without sales, there are no transactions, without transactions there is no revenue, without revenue organizations would not exist, and no one would have a job. The world revolves around sales. However, the profession can soon become extinct, as we can buy everything we need over the internet, unless salespeople change and bring more value to the buyer.
Today’s new economy of buyers requires salespeople to be “Buyer Focused” not self-centered, brand-, product- or service-focused as in the past. Today, it is all about the buyer – their needs, desires and budget, not yours. That is where the “Buyer Focused” Velocity Selling System comes into play.
Stop chasing buyers and learn how to attract, engage and empower buyers to buy, from you. Attract by positioning yourself as an expert in your market, engage by building rapport and asking questions, and empower by allowing for buyer ownership of ideas and solutions.
Buyers have a system that they follow when buying; they are in full control of the process. Salespeople think they are in control, but in reality they are out of control as they are the ones being rejected. Is it not the sales professional’s job to qualify the buyer and reject them if they are not qualified, while maintaining the relationship for future business?
Competencies are developed through behavior – practice, but are driven by a desire to be competent in something – that comes from Attitude, the foundation of all successful people. The structure for the book is as simple as A, B, C, D = Attitude, Behavior, Competencies and Discipline – respecting a commitment to the most important person in the world and doing what you have to do, even when you don’t want to do it.
Bob Urichuck is a professional speaker, trainer—founder of the “Buyer Focused” Velocity Selling System—and best-selling author in six languages. Disciplined for Life, You Are the Author of Your Future; Velocity Selling: How to Attract, Engage and Empower Buyers to Buy; and Motivate Your Team in 30 Days are his most recent books.
Using Singapore, Dubai and Ottawa as his hubs, Bob has spoken in over 45 countries. Ranked in the top 10 of the World’s Top 30 Sales Gurus since 2008, Bob has been recognized as a Consummate Speaker, awarded Platinum Speaker Status by Meeting Professionals International, and received The Brand Personality Award for 2013.
A Certified Social Entrepreneur, Bob is financially responsible for the medical care and education of over 700 children who survived Sri Lanka’s deadly tsunami of 2004.