Stop Selling & Telling, Start Engaging Buyers to Buy. Velocity Selling Keynote for Ottawa Business Summit 2014

1. Sales Velocity. Your Bottom Line. Our Passion.
Stop Selling and Telling,
Start Engaging Buyers to Buy
The Ottawa Senators present
with
Bob Urichuck

2. Sales Velocity. Your Bottom Line. Our Passion.
The World
revolves
around Sales.
Buyers are
everywhere.
What are you
doing to help
them Buy?
velocitysellingbook.com

3. Sales Velocity. Your Bottom Line. Our Passion.
4 Steps To Success

4. Sales Velocity. Your Bottom Line. Our Passion.
Know Your Rights
A.S.K.
F.A.I.L.
B.A.F.A.R
Inside Out
versus
Outside In
Results
Beliefs
Attitudes
Feelings
Actions

5. Sales Velocity. Your Bottom Line. Our Passion.
Who am I ?
Identity Role
33
99
00

6. Sales Velocity. Your Bottom Line. Our Passion.
Who am I Without Roles?
Identity Role
33
99
09

7. Sales Velocity. Your Bottom Line. Our Passion.
Behaviour Toward Your Buyers
Buyers
R.O.T. I.
bsolute
eneficial
onvenient
Revenue
20%
80%
80%
20%
B

8. Sales Velocity. Your Bottom Line. Our Passion.
The Buyer’s System
(Assumptions)
1. Mislead the salesperson
 Don’t return calls or e-mails
4. Hide
2. Get as much information from the
salesperson as possible
3. Mislead the salesperson again
 “No need, just looking”
 Free consulting
 “I’ll get back to you”

9. Sales Velocity. Your Bottom Line. Our Passion.
1. Buyer Focused
2. Buyer
Engagement
3. Buyer Empowerment
C Three Key Competencies to
Master The “Buyer Focused”
Velocity Selling System

10. Sales Velocity. Your Bottom Line. Our Passion.
1. Build Relationships
2. Qualify Buyer Opportunities
3. Prescribe Solutions
4. Maintain Relationships
C 4-step “Buyer Focused”
Velocity Selling System

11. Sales Velocity. Your Bottom Line. Our Passion.
“Nobody cares
how much you
know until they
know how
much you care”
Theodore Roosevelt
The Bottom Line…

12. Sales Velocity. Your Bottom Line. Our Passion.
bobu.com
velocitysellingbook.com