How to sell increased value and accelerate your closure rate at the same time.
The High Velocity Sales Model
Sales productivity is based on two key factors: velocity and value creation.
Velocity
The salesperson that closes a sale in three months has a huge competitive advantage over a competitor who takes four months to close the same type of sale.
Value Creation
Superior value creation comes when salespeople increase the size and the retained margin in a sale.
Our research shows sellers fall into four distinct groups:
- High Value Accelerated Sellers
This is the elite group of sales stars who can sell value in a highly compressed sales cycle. High value sellers sell 16 times the average of the bottom 80 percent.
- Marathon Runners
This is the group of sellers who adopt the mindset of a long distance runner. They eventually close but they typically spend hours of unproductive time on time wasting behaviors.
- Hagglers
Significant numbers of sellers try to achieve quick closure by slashing their prices thereby encouraging their prospects to make a quick decision. We call this group the 'hagglers' because they sell at the expense of value. 'Hagglers' need to be trained to sell value and learn how to negotiate without sacrificing margin.
- Laggards
This is the lowest performing group. Laggards take inordinate amounts of time to close a sale and when they do get around to closing, they still discount the price.
High Velocity Selling (HVS) gives salespeople the techniques and strategies they need to increase value within a compressed sales cycle. The results: record sales, increased sales productivity and improved margins.
High Velocity Selling
- The High Velocity Sales Model
Selling value in a compressed sales cycle
The five keys to selling value.
- Targeting your Buyers
Locating the key decision-makers
Setting call objectives.
- Establishing Credibility
Creating favorable first impressions
Turning suspicion into trust
Reading and influencing your customer's body talk
How to speak you customer's language.
- Uncovering and Developing Customer Needs
The critical importance of questions
High impact questions that sell
How to use questions to turn problems into needs
How to develop needs that you can satisfy.
- Presenting and Demonstrating High Value Solutions
Matching features and benefits to your customer's needs
The relative impact of features and benefits
Benefits that really sell
Making the customer part of the solution.
- Creating a Competitive Edge
How do customers choose between competitors
Influencing your customer's choice
Establishing a winning edge.
- Resolving Customer Concerns
Anticipating and preventing objections
Handling objections.
- Words That Sell
The vocabulary of persuasion
How words interact with emotions
Positive words that persuade
Negative words to be avoided
How to give words added value
Power words and statements that strengthen your presentations.
- Managing and Structuring Your Sales Message
How to structure a persuasive message
What type of proof enhances persuasion
The language of benefits
How to deliver bad news
Questioning to persuade
How to say no to tough requests.
- Creating Vivid, Memorable and Graphic Messages
How to create a vivid image
Using the power of anecdotes and metaphors
Why case studies are more powerful than statistical information.
- Compressing The Sales Cycle
How to shorten and streamline the sales process
The five big time wasters.
- How to Shorten Each Sales Step
4 proven techniques and strategies
Setting Compression Objectives
Adapting to different customer types.
- E-selling and Sales Cycle Compression
The dos and do not's of using internet technology
How to use e-mail and web presentation tools to close quicker.
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