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Velocity Selling Keynote for Ottawa Business Summit

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

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Velocity Selling Keynote for Ottawa Business Summit

  1. 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. 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. 3. Sales Velocity. Your Bottom Line. Our Passion. 4 Steps To Success
  4. 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. 5. Sales Velocity. Your Bottom Line. Our Passion. Who am I ? Identity Role 33 99 00
  6. 6. Sales Velocity. Your Bottom Line. Our Passion. Who am I Without Roles? Identity Role 33 99 09
  7. 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. 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. 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. 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. 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. 12. Sales Velocity. Your Bottom Line. Our Passion. bobu.com velocitysellingbook.com

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