The New Economy of Buyers: Why Traditional and Consultative Selling Methods No Longer Work

Whit e Paper

The New Economy of Buyers

Why Traditional and Consultative Selling Methods No Longer Work

Inside you will discover

Why traditional and consultative selling methods no longer work Why sales people think they are in control, but are out of control The needs of the new economy of buyers How the buyer focused Velocity Selling system works

Velocity Selling System. Download your complimentary coaching guide #1 at: www.BobU.com/CoachingGuide1

The New Economy of Buyers: Why Traditional and Consultative Selling Methods No Longer Work

The Bottom Line:

Sales is the lifeline to your bottom line. It is im port ant t o appre ciate that without buyers ther e ar e no sales. B ott om line: no sales, no reve nue. The w orld revolves around sales. Buyers are ev erywhere. What are you doing t o help the m buy?

Executive Summary:
Sales are flat-line d, buyers are slow to buy, sale s cycles are t oo long, lost control of the s ale process, bottom line is behi nd project ions Most organizati ons today are aware that the econo my has brought on a sh ift fro m selling duri ng the boom times to attr acting, eng aging and em powering the n ew econo my of buyers to buy. One abs olute f act is the traditio nal an d consultative s ales met hods no longer wor k. Wh ile these meth ods still work i n certai n selling sit uati ons, it s becoming i ncre asingly clear th at their effective nes s is waning. Th e sales cy cle is longer than need be and the m argins ar e dropping. Buyers h ave been educated b y salespeo ple reg arding all imagi nable s ales tech niques. As a result s alespe ople hav e taught buyers ev erything they know and buyers h ave dev elope d a proce ss to counteract agai nst the acti ons of sales people. Unfort unately sales peo ple don t even realize they have lost control. The buyers are in control of the inter acti on during th e sales process i nste ad of the sales people.

Velocity Selling System. Download your complimentary coaching guide #1 at: www.BobU.com/CoachingGuide1

The New Economy of Buyers: Why Traditional and Consultative Selling Methods No Longer Work

Over time the high-press ure tacti cs, sleazy sales, and mani pulativ e closing te chni que s appalled the buyers. Conseque ntly, buyers gai ned mor e control as info rmation became easier to gath er an d to evaluate bec ause of the internet. Today buyers can p urchase what e ver they want, whe n they want and wi thout a s alespers on confronting the m an d t aking up their valuable time. T he numb er on e buyer com plaint abou t sales peo ple, and I quo te, is they waste my tim e. In fact, i n the p ast five ye ars the emerging pow er and accessi bility of inf orm ation over the web h as finally tipped the scales of pow er to th e buyer. The buyers are i n contr ol. In order to succ eed in sal es y ou need to do the o pposite of selling. You n eed to attr ac t, engag e an d empo wer buyers to buy. The sales proc ess h as to be transfor med in to a no pres sure ex ch ange wher e getting to the truth an d building a r elationsh ip is th e goal. It become s m ore import ant t o bring in the right buyers for the right re asons instead of simply m aking a sales pitch or even a sale. If you truly want to be the pr oblem-solver and t o be sincer e, then do aw ay with the tr aditi onal or cons ultative approach with todays new eco nomy of buyers. Do you want t o learn more about the opp osite of selling and discover the disciplines of attract ing, engaging and e mp owering the new e conomy of buyers?

Yo u do h av e t h e r i gh t to o ffer t hi s W hi t e P aper as a fr ee bo n us i n yo ur pr om ot io n al pac k ages , t o di git ally o r ph ys ic all y giv e t o yo ur t eam pr os pect s an d/o r cl i en ts . Yo u do n ot h av e t h e r i gh t to s ell o r c han ge th e co nt ent i n any way or q uot e from th e guide without givin g c redit to th e aut hor.

Velocity Selling System. Download your complimentary coaching guide #1 at: www.BobU.com/CoachingGuide1

The New Economy of Buyers: Why Traditional and Consultative Selling Methods No Longer Work

Bob Urichuck inventor of the Velocity Selling system has worked with fortune 500 companies and mid size businesses, to inspire, empower and add Sales Velocity to their bottom line.

Download your complimentary Coaching Guide #1, which is the first of 38-Coaching Guides. Guide #1 is titled:

The Buyer Focused Velocity Selling System

How to execute the Disciplines of Attracting, Engaging and Empowering the Velocity Selling Cycle to Up Your Bottom Line

In Coaching Guide #1, you will gain knowledge about the opposite of selling - the art of attracting, engaging and empowering buyers to buy. You will not only learn the four steps depicting how buyers buy, and how they control the sales process, but you will discover the Buyer Focused Velocity Selling System that will engage and empower you by way of a step by step approach. The Velocity Selling System will put you and your sales team back in control of the sales process, shorten your sales cycle, increase your revenue and your margins to Up Your Bottom Line in weeks, not months. To download your complimentary Coaching Guide #1 Click On This Link

Guide-1 of 38

Velocity Selling System. Download your complimentary coaching guide #1 at: www.BobU.com/CoachingGuide1

The New Economy of Buyers: Why Traditional and Consultative Selling Methods No Longer Work

The New Economy of Buyers

Why Traditiona l Sa le s and Consu ltative Met hods No L onger Work

Gone are the tr adit ional days of t he slick, hit and r un fe at ure and be nefit dumps. In the pas t, every buyer was well educat ed by salesp eople; therefore, buyers develop ed their own system t o maint ain bet ter contr ol over sale speople. Traditi onally, salespe ople h ave been taught a v ariety of s ales techni ques and t act ics. M ost of t hem worke d just fine for a while. Over the years, sales people unknowi ngly traine d buyers on thes e te chni que s and t acti cs. Buyers see more salesp eople i n a day than sales people see buyers. B uyers are aware th at sal espeople are well trai ned and subseque ntly, they are accustome d to the same te chni que s and tacti cs.

Velocity Selling System. Download your complimentary coaching guide #1 at: www.BobU.com/CoachingGuide1

The New Economy of Buyers: Why Traditional and Consultative Selling Methods No Longer Work

Whatever sales techniques you hav e used in the past will n ot work in tod ays new econ omy of buyers.

Therefore sale speople have i ndir ectly taught buyers ev erything they know, and buyers have develope d a process t o counteract the actions of salespe ople. Regrettably, salespe ople dont even realize they have lost control and that the buyer is in comm and of the inter acti on and us ually the entire s ales process. It is the sales persons re sponsi bi lity to qualify the buyers. Currently, the buyers h av e take n contr ol and are the one s qualifying the s alespeople and their products and service s. Consider this how do pr ospe cts re spond t o m ost of your meth ods and techni ques? Are you really in control of the proce ss? Read further.

Formerly buyers r elied on s alesp eople to know what w as available in the mark et. Product and service infor mati on w as controlled by the seller. It was e asy for the sales person t o exert control and pre ssure over the buyer. In the vast maj ority of cases, if t he salespers on w as pr ofici ent at his craft, he w ould ask th e right que stions i n order to positi on himself for the s ale. Sometim es that meant th at the se ller was trying to for ce a square peg (his soluti on) i nto a r ound hole (the buyers proble m). With this for ced-fit, th e buyer ofte n ended up f eeling less than elated with the res ults. It is our e xperi ence that mos t sal espeople who hav e att aine d any sales trai ning hav e learne d the above tw o approache s Traditi onal or Cons ultative. Whil e these m ethods still work i n certai n selling sit uati ons, it s becoming i ncre asingly clear th at their effective nes s is waning, the sales cycle is longer th an nee d be and th e margi ns are dropping.

Velocity Selling System. Download your complimentary coaching guide #1 at: www.BobU.com/CoachingGuide1

The New Economy of Buyers: Why Traditional and Consultative Selling Methods No Longer Work

Tradition al an d Co nsultativ e metho ds wor k if you w ant to position your pro duct or s ervice as a co mmo dity. These metho ds also wor k if y oure just in ter ested in making th e sale an d moving on to th e next c onques t with out looking back, or if youre involved in s im ple, low-marg in tr ansactio n-bas ed s elling. If youre selling a service, i nvolv ed in a comple x sale s process, or want to develop l ong-term clie nt relationship s, then your sales meth ods are pr obably i n ne ed of an overhaul. Over time high-pres sure tactics, sleazy sales and manipul ative closing te chni ques hav e worn thi n with buyers. Conse quently, buyers gai ne d mor e control as informati on became easier to gather and to evaluate becaus e of the inter net. Today buyers can p urchase what e ver they want, whe n they want and wi thout a s alespers on confronting the m and t aking up their valuable time. Th e numb er one buyer compl ain t about sales peo ple, and I quo te, is they waste my tim e. Lets pre tend you are a buyer for a moment and I as k you t o provide me with w ords that descr ibe a salesp erson. What wor ds do you think you w oul d us e? I can guarantee the wor ds will not always be posi tive. Now is the tim e for sales pro fessio nals to c hang e, to do the o ppo site of selling and to suppor t wh at buyer s want you to do. Facilitate th e buying proc ess by attrac ting, engaging an d em po wering buyers to buy!

Velocity Selling System. Download your complimentary coaching guide #1 at: www.BobU.com/CoachingGuide1

The New Economy of Buyers: Why Traditional and Consultative Selling Methods No Longer Work

Why sales people think they are in control

but actually they are out of control.
Traditi onal and Cons ultative selling tech niques are no longer valid. Salespe ople conti nue to carry out a sh ow and t ell for unqualified pr osp ects. They are wasting their t ime and that of the pros pect. Salespeople and busi ness owners must re alize it is no l onger about th em or th eir organizati on or the products and servi ces they offer. It is now strictly concerning the buyer and his/her feeling of contr ol. The sales pr of essional m ust re main in control of the sales process. Th at is your job! In a rece nt p oll conduct ed with s ales profe ssionals from different industri es all over the world, I aske d the followi ng que stions and g ot the followi ng results.
75% Y es 2 5% No 75% Y es 2 5% No 10 0 % Y es 0 % No

1. A re y o u fo llo w i n g a s ales p ro c es s ? 2 . Do y o u feel y o u are i n c o n tro l o f t he s ales p ro c es s ? 3 . H av e y o u ev er been rej ec ted ?

These res ults are very i nteresti ng . 75% of res ponde nts are following a s ales process and 75 % feel they are in control. Yet 100% of the m have bee n reje cted.

Velocity Selling System. Download your complimentary coaching guide #1 at: www.BobU.com/CoachingGuide1

The New Economy of Buyers: Why Traditional and Consultative Selling Methods No Longer Work

Who is really in control the buyer or the salesperson?

The mai n resp onsi bility of a sale s profess ional is t o ide ntify and qualify prospe cts and to be i n control of the sales process. If the prospe ct is not qualifie d, the sale sperson should not be w asting his time or more imp ortantly the prospe cts time. Who is qu alifying who? Who is rejecting who? Who should be qualify ing an d r ej ecti ng who? Now let s look at wh at sales peop le think about bei ng in contr ol.
75% the s ales p ers o n 2 5% the bu y er

4. W ho i s really i n c o n tro l?

Then we aske d the followi ng ques tions, and got the f ollowing replies:
3 3 % to u nc o v er n eed s 0 % to bu i ld rap p o rt 0 % to get an s w ers 67% all o f the abo v e p lu s mo re

5. W hy d o y o u as k qu es ti on s ?

The reason we ask que stions is all of the above, yet one thir d of them saw i t as uncoveri ng nee ds only. In order to m aint ain control, aski ng questi ons is by f ar the most powerf ul tech ni que. Buyers have bee n as king que stions of s alespe ople all along. The person aski ng the que stions is the person who h as contr ol of the sales process.

Velocity Selling System. Download your complimentary coaching guide #1 at: www.BobU.com/CoachingGuide1

The New Economy of Buyers: Why Traditional and Consultative Selling Methods No Longer Work

Similarly, the person answ ering t he questions also assumes they are in control. The m anner in wh ich the s ales process is conducte d today confir ms the buyers are ask ing the que stions and the sales person is answ ering . This explains why the s alesper son feels in control whe n in f act, he is not. The job of a sales person is to ask ques tions similar to a doctor , lawyer or any oth er profes sion al. Now revi ew the final questi on and the res ults.
0 % s ho w an d tell 50 % li s ten an d an s w er qu es ti o ns 50 % as k qu es ti o ns an d li s ten .

6. H o w c an y o u c o n tro l the s ale p ro c es s ?

Surprisingly, only 50% of s alespe ople really underst and how t o control the s ales process. Who i s in control th e person aski ng th e questions or th e person answering the question s? Consider aski ng these s ame ques tions to your sales people? If you truly want to be the pr oblem-solver and be si ncer e, then do aw ay with the traditi onal or cons ultative appr oach w ith todays new econo my of buy ers. In fact, in the pas t ve years the em erging power and accessi bility of i nform ation on the web has nally tipp ed the scales of power to the buyer. The buyers are in control and to suc ceed in s ales, you nee d t o attract, engage and emp ower buy ers to buy.

Velocity Selling System. Download your complimentary coaching guide #1 at: www.BobU.com/CoachingGuide1

The New Economy of Buyers: Why Traditional and Consultative Selling Methods No Longer Work

The New Economy of Buyers, and their Needs.

The new e conomy is all about the buyers and how the buyers want to be tre ate d diff erently. Remem ber, without buyers, there are no sales. Without s ales, there is no r evenue. Without revenue, ther e is no organizati on and no one would have a job. The w orld revolves ar ound s ales. Buyers are ev erywhere! What ar e you doing t o help them buy?
Buy ers a re every where! What are y ou doing to help them buy ?

The time has come. You m ust re- train yourself. Dis cov er the new and pr ofound meth od of e ns uring your pros pect s buy from you instead of prosp ects bein g s old by you. When w e tak e the time and tr uly underst and how buyers like to be treate d, we can learn so much from them. Re me mber, you ar e also a buy er. Today, buyers dem and and re qui re more from their relat ionships with salespe ople. Salesp eople are no longer the kee pers of inform ation. In fact, ofte n time s a buyer knows m ore about his options th an the salesp erson. The arsenal of s ales tricks, gimm icks and closi ng tech ni ques must be t osse d out i n or der to build lasting client relat ionships. The sales proc ess h as to be transfor med in to a no pres sure ex ch ange wher e getting to the truth is th e goal instead of getting to th e sale. Thats not t o say th at getti ng the sale and havi ng aggressive growth goals are not i mp ortant. It just means that the way salespe ople increase reve nue and how they inter act wi th buyers has to change. Nobo dy wants t o be sold anymo re. B uyers want to be att racted, en gaged and empo wer ed to buy.

Velocity Selling System. Download your complimentary coaching guide #1 at: www.BobU.com/CoachingGuide1

The New Economy of Buyers: Why Traditional and Consultative Selling Methods No Longer Work

The 4 Universal Needs Of Buyers

Need 1: The need to be understood.
As a buyer, do you like it when a salesperson takes the time to understand you? If so, how does the salesperson begin to understand you, and if he is sincere, how does it make you feel? In your experience, how often are you treated this way at home, at work, and in the marketplace?

Need 2: The need to feel welcomed.

As a buyer, do you like that a salesperson is welcoming? If so, how does the salesperson welcome you and how does it make you feel? In your experience, how often are you treated this way at home, at work, and in the marketplace?

Need 3: The need to feel important.

As a buyer, do you like it when a salesperson takes the time to make you feel important? If so, how does the salesperson go about making you feel important and how does it make you feel? In your experience, how often are you treated this way at home, at work, and in the marketplace?

Need 4: The need to feel comfortable.

As a buyer, do you like it when a salesperson takes the time to make you feel comfortable? If so, how does the salesperson go about making you feel comfortable, and how does it make you feel? In your experience, how often are you treated this way at home, at work, and in the marketplace?

Velocity Selling System. Download your complimentary coaching guide #1 at: www.BobU.com/CoachingGuide1

The New Economy of Buyers: Why Traditional and Consultative Selling Methods No Longer Work

How the Buyer Focused Velocity Selling System Works

The Buy er Foc used Veloc ity Sel li ng Sy stem is a sa les pr oc ess based on a Retu r n on Time Invested (R.O.T.I.) formu l a. Learn how to maxim ize time and sec ure measu rable resu lts by attrac ting buy ers to eng ag e and qua lif y . Onc e quali ed, em power the buy er to buy and inc rease the ve loc ity of y our sel ling c y c le. It is c ruc ial to y our overa ll suc c ess to begin wit h a st rong foundat ion to support the prod uc tive behaviour s within the Veloc ity Selling Sy stem. A br and ne w positive and proac tive attitude will c ertainly attrac t more buy er s. Chang ing y our inef f ec tive behaviou rs or habits into de ned daily disciplines and ef c ient habits wi ll provide y ou with m ore f oc used targ eting . The result wil l b e a bette r return on time invested (R. O.T. I.).

Velocity Selling System. Download your complimentary coaching guide #1 at: www.BobU.com/CoachingGuide1

The New Economy of Buyers: Why Traditional and Consultative Selling Methods No Longer Work

It requires org anizations to be co mmit t ed t o doing what is right and demonstrating the ap propriate be haviour s on an ong oing basis. T his inc lude s trac king and analy zing beh aviours to inc rease c al l to c los e ratios, or if n ec essary , turning away busine ss. It also mean s being et hical and act ing wit h int egrit y even whe n it s easy or t empting not t o. With the Veloc ity Sel ling Sy stem, it is truly a m utual eval uation proc ess between the buy er and s el l er. Unlike other met hods, the sale spers on using the V eloc ity Sel ling Sy stem m ust be equa lly c onc erned with attrac ting and c hoosing the rig ht buy ers b uy ers that will g ive them the best R. O. T.I . Then and only th en, will y ou b e rea dy to g o f ac e to f ac e with the buy er and app ly the Ve lo city S el lin g sy stem. A sy stem where by y ou c an quic kly est ablish t rust , break down barriers and enjoy an open and ho nest commu nicat ion. This i s a sy stem th at will empowe r y ou to qualify on a profound and signicant basis. It will be easier to unc over budg et and dec ision making perimeters prior to presc ribing so lutions or presentations. Subse quently , if the buy er is qua li ed and c om m itted, y ou will c arry out a prescribed present at ion, empower t he m t o buy and maint ain a trust wort hy relat ionship wit h the bu yer. With al l the m anipulative s ale s tec hnique s r em oved f rom the proc ess, sale speop le ex perience st ronger client relat ionships, f ast er sales cycles, higher margins, p rot s, closing rat ios, more sat ised cust omers and more referrals, ultimately to Up Your Bottom L ine in weeks, not months. The Buy er Foc used Veloc ity Sel li ng Sy stem is not a quick x . Its not about better sa les tec hni qu es and tric ks to m anipul ate a prospec t. It requires a different mindset , not only for t he salesperson but for t heir management as well. The New Ec onom y of Sel ling is About Buyers. With the Buy er Foc used V eloc ity Sel ling Sy stem, your sales t eam is engaged t o t ak e ownership. The resu lt: T hey Exec ute the Disc ipline s of Attrac ting , Eng ag ing and Empowering the Veloc ity Selling Cy c le, to Up Your Bottom Line.

Velocity Selling System. Download your complimentary coaching guide #1 at: www.BobU.com/CoachingGuide1

The New Economy of Buyers: Why Traditional and Consultative Selling Methods No Longer Work

Download your complimentary Coaching Guide #1, which is the rst of 38-Coaching Guides. Guide #1 is titled:

The Buyer Focused Velocity Selling System

How to execute the Disciplines of Attracting, Engaging and Empowering the Velocity Selling Cycle to Up Your Bottom Line

In Coaching Guide #1, you will gain knowledge about the opposite of selling - the art of attracting, engaging and empowering buyers to buy. You will not only learn the four steps on how buyers buy, and how they control the sales process, but you will discover the Buyer Focused Velocity Selling System that will engage and empower you by way of a step by step approach. The Velocity Selling System will put you and your sales team back in control of the sales process, shorten your sales cycle, increase your revenue and your margins to Up Your Bottom Line in weeks, not months.

To download your complimentary Coaching Guide #1 go to this link: Click On This Link

Velocity Selling System. Download your complimentary coaching guide #1 at: www.BobU.com/CoachingGuide1

The New Economy of Buyers: Why Traditional and Consultative Selling Methods No Longer Work

As we entered the last quarter, we were behind target by 54%. We selected Bob Urichuck to get us back on-target. In no time Bob inspired, engaged and empowered our sales team with his buyer focused Velocity Selling System.

About Bob Urichuck

Using Singapore, Shanghai, Dubai and Ottawa, Canada as his ongoing hubs Bob is an internationally renowned Velocity Selling Specialist. For the last 15-years he has worked with fortune 500 companies and mid size businesses, To Inspire, Empower and Add Sales Velocity to Their Bottom Line. Contact Bob today! North America Toll free 1-877-658-8224 International 1-819-827-2296 e-mail: bob@bobu.com Web site: www.BobU.com

Not only did Bob change our way of thinking, our attitudes and behaviors, he gave us a systematic approach to targeting high value buyers and engaging them to buy. The end result, we surpassed the yearend target by 5%. If you want bottom line results, engage Bob! Yaqoob Al Zarooni, Chief Human Capital Ofcer DUBAI PROPERTIES LLC, (U.A.E.)

Every member of a successful sales force must have an owners mentality and a process to follow whereby they establish relationships, stay in control, qualify and let the customer buy. Bob Urichucks acclaimed Velocity Selling System is a self-discovery process for the buyer! Laird Leeder, President TELNET INC. (Canada)

Velocity Selling is a subsidiary of Bob Urichuck Management Inc. 86 Gilchrist Ave. Suite #3 Ottawa, Ontario, K1Y OM8 Canada

ALL RIGHTS RESERVED: This guide contains material protected under International and Federal Copyright Laws and Treaties. Master Giveaway Rights as detailed above, apply to this document. OWNERSHIP: Any excerpts or brief quotations in a review must include and be represented under the COPYRIGHT of Velocity Selling and its author Bob Urichuck. Velocity Selling is a protected trademark of Bob Urichuck Management Inc. LIABILITY: The information presented herein represents the views of the author as of the date of publication. This publication is for informational purposes only. Every effort has been made to make this manual as complete and as accurate as possible. The author, advisers, afliates, partners and publisher will not be liable or responsible for any person or entity with respect to loss or damage caused or allegedly caused directly or indirectly by the information contained in this manual. Velocity Selling is a trademark of Bob Urichuck Management Inc.

Velocity Selling System. Download your complimentary coaching guide #1 at: www.BobU.com/CoachingGuide1