Match and Mirror—Someone Just Like Me!

Posted on March 29, 2015 - by Bob

Match and Mirror—Someone Just Like Me!

Have you seen the Discover card TV spot “We Treat You Like You’d Treat You” that shows the caller talking with a mirror version of themselves on the other end of the line. That “awesome sauce” is hard to forget! Or how about the one in the car showroom where the salesperson morphs to match […]

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Posted on February 1, 2015 - by Bob

Start Your Work Life in Sales—Here's Why

Sales has been a way of life for me since I was a boy. I was raised in a small family business and thanks to both of my later parents I was exposed to the world of sales. You may say I was raised to be in sales and for that I am really grateful. […]

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Posted on September 28, 2014 - by Bob

The Language of Control: Who is Qualifying Whom in a Buyer-Seller Interaction?

Quick: when it comes to a buyer-seller interaction, who is really qualifying whom? Is it the buyer qualifying the salesperson via the buyer process, or The salesperson qualifying the buyer via the sales process? Hint: it has nothing to do with grammar—but everything to do with control. Got your answer? Next question: If someone was […]

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Posted on June 9, 2014 - by Bob

Do Closing Techniques Still Work?

Closing techniques are as old as the sales profession: isn’t “Always Be Closing” the A-B-C of sales? Could this practice have anything to do with the sales profession being the least respected profession of all? The world of sales has always revolved around the seller and the seller’s products or services, features, brand and so […]

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Posted on May 24, 2010 - by Bob

Qualifying Sales Opportunities—Start Here

We discussed sales competencies and the importance of building relationships—the first step in the “Buyer Focused” Velocity Selling System. Now we use some of those competencies to qualify opportunities by first setting specific parameters. This is known as setting the ground rules. The process eliminates surprises and lets both parties work toward a clear future. […]

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Posted on April 25, 2010 - by Bob

Recent Sales Research Proves Change Is Needed For Sales Success

In a recent sales and marketing industry study, it was noted that the sales representatives’ strongest sales skill is PRESENTATION, while their weakest area is HANDLING OBJECTIONS. This is so traditional that it does not surprise me. It is a strong indication that the sales profession continues to be a “dog and pony show”. In […]

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Posted on February 22, 2010 - by Bob

Want to UP Your Bottom Line Quickly in Today’s New Economy of Buyers?

Sales Are Flat-Lined, Buyers are Slow to Buy, Sales Cycles Are Too Long, Lost Control of the Sale Process, Bottom Line is Behind Projections… If this is true, you must appreciate that sales revenue is the life line to your bottom line. Without buyers, there are no sales. Without sales, there are no revenues. The […]

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Posted on November 30, 2009 - by Bob

Building Customer Trust for Increased Sales

It is common knowledge that people buy from people they like and trust. Your first objective in a sales call is to gain the prospect’s trust and in the process, get them to like you. This is known as rapport and it is the first step in this eight step Sales Process. Without trust, prospects […]

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Posted on November 9, 2009 - by Bob

Building Customer Trust for Increased Sales

It is common knowledge that people buy from people they like and trust. Your first objective in a sales call is to gain the prospect’s trust and in the process, get them to like you. This is known as rapport and it is the first step in this eight step Sales Process. Without trust, prospects […]

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