Welcome back to velocity
selling TV Bob Urichuck
located in Ottawa Canada.
And today I have Matthew Wyatt
in the Gold Coast Australia.
Matthew welcome back.
Thanks very much Bob.
I really appreciate you taking
the time over the last several
weeks to go through the eight
steps of the wire focused last
of the selling system and today
I understand you're going to
share the cheat sheet with
everybody once again.
Actually I think they could
download it as early as episode
60.
But here you are go through.
Tell us what the cheat sheet is
all about.
Well Bob this is you know when
I was going through the
velocity selling before
I got involved with the
business this is the bit that
really made an impact on me
and in the back of the book and
also a lot of our work books
that we have we actually have
this here.
And you said you did mention
last week is grab a printed out
stick it in your notebook.
So let's quickly go through
that.
So everybody who should analyze
this video download this on
because we want to go through
and first of all build rapport.
We want to then make sure we're
dealing with the customers
dealing with somebody they know
like and trust setting
parameters or the ground rules.
We want to know where we got a
decision pending.
We've got all the
things in place and we've got
the commission to ask
questions. We understand what
the buying mode of that is how
we want to understand what the
customer actually needs as
that comes.
We want to make sure we want to
make sure that they have the
financial ability.
Sorry about that.
Matthew let's start this over
again.
I want to go to college.
Episode 70 that Jiechi
welcome to velocity selling TV
this is part of your chalk
located in Ottawa Canada.
And Matthew White the Gold
Coast in Australia.
Welcome back Matthew.
Thanks very much Bob.
Matthew I really
am thankful for all the time
you've taken over the last few
weeks to explain the buyer
focus velocity selling system
you took people through all the
eight steps.
And I think we concluded last
week that we were going to
share sheet with everybody
the cheat sheet is really a
summary of the velocity selling
system and a close call review
and how how has
this cheat sheet ever helped
you Matthew or how have you
used it in the past.
Actually Bob I took your advice
and I printed it out stuck
it in my in my
notepad and went ahead
and I was going through a
meeting actually one particular
situation where the person I'm
giving the person to uncover
their buying my advice which
you know is the X-ray of
cancer. Go reports step one
said Prime Minister Tony Blair
are the buying of that is.
And I went ahead and I wanted
to move into how they make
a decision.
I almost said that and I
realized where I was up to.
I remembered that I needed to.
I had a visual of the
process on Step Four was
financial ability.
I asked that question.
I tried to divert.
I came back and did some
bracketing and really got clear
about that particular element.
So in that
in the cheat sheet we actually
have the questions in
here. And so I because
I'm a visual person I remember
a picture in my mind asked the
question and moved through the
process much much better.
So so guys if you're watching
this if you're if you're in
sales or a business owner do
you go ahead and download it.
We're going to go through the
process if there are steps
or guides to move through
that if you don't do it if you
try to do it out of order
you're going to lose.
Simple as that.
Well here's the thing Matthew
it's it's not only the process
the follow through but after
your call.
Use it as a post call a review
and identify what went well
what didn't go so well.
What would you do differently
the next time.
Yes don't forget there is an
outcome of every sales call and
the five positive outcomes
mathy you remember them of
course.
So I would say yes and no.
I play a future.
I am. And also you got a
referral and the last
one is well it's actually
unclear future is that it is
one of the outcomes and we
don't want that.
That's the worst thing we want
to get.
Or if we didn't get any of them
we failed and if we failed
we're there and that's
something yeah that's what the
post code review is all about.
What this cheat sheet is all
about to help you guide you
through the process and then
afterwards go through it and
see if you clicked that all in
because you see you didn't
learn how to ride a bicycle in
a seminar. You're not going to
learn the velocity selling
system between these TV
episodes.
The real reason the real way to
learn it is to actually
actually get in the online
training take the videos
understand them do the workbook
exercises apply real
life come back get some
coaching and some feedback on
where you did not do well or
where you do well and keep
moving forward.
It's an ongoing continuous
behavioral change.
So we want to see succeed.
And this is one of the ways to
help you succeed.
It's a little tool.
Another of many tools that we
have for you.
That's perfect bob So yeah look
what I'd like to encourage
everybody is to just go to a
lot of the video. Click on the
link to sign up for seven day
free trial.
The that the training goes into
a great deal of depth about all
the areas if you want to find
this particular section has
competencies pot too.
So do go through that.
So we've got to choose
behaviors competencies and
disciplines of a part
is to really understand what is
going to take to really put
this thing into action and make
sure you're the top 1 percent
of your time.
You got it. And that's all
about discipline a commitment
to the most important person in
the world doing what you have
to do even when you don't want
to do it. Matthew I don't want
to say goodbye for this week.
I'm pretty excited about it all
but I do look forward to seeing
you next week.
And we're going to dive into
discipline. Fantastic mom
I have yourself a great week
Matthew.
You're off now.
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