In the latest episode of Velocity Selling TV, Bob Urichuck and Matthew Whyatt discuss the tools for success.
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Velocity Selling TV Episode 74: Tools For Success
Bob: Welcome back to Velocity Selling TV. This is Bob Urichuck and I welcome Matthew Whyatt. Matthew another great week I hope?
Matthew: Absolutely Bob.
Bob: There’s no other way to have it. Thank you for being with us again this week. Matthew we talked about, we’re on the topic of discipline, we talked about discipline towards yourself, both on a daily, weekly, monthly, quarterly, and annually basis. We talked about discipline towards your organisation, preparing for the sales call, how quickly you reply to emails, telephone calls, etc. You know, that whole discipline of being there for the organisation and targeting and reaching the goals that are already being measured on. Today, we’re going to talk about, no, the last one we talked about was behaviour towards your buyer where we talked about the importance of listening, and asking questions, and the four universal needs of buyers. Now today what we’re going to do is provide people with some tools for sales success. And when we talk about tools, it’s tools to help become more disciplined. Now when we’re more disciplined, of course, what’s the foundation? We need to have goals. Would you agree Matthew?
Matthew: Absolutely. Now this is not just sales success I think this is overall success. You could actually out these tools in place and we’ll let you talk about them in a moment, ‘cause you created them, but even if you had family goals or fitness goals or if you were giving money to charity or working with a charity, all of this, anything you want to be better, you can actually use these tools to actually monitor and measure the progress.
Bob: Ok, so let me go through a few of them. One of the key things is, and we discussed this already under behaviour, now if people go to velocityselling.com they can sign up for a 7-day free trial offer, no questions asked, but if you focus on going to behaviour, it starts with attitude towards you, the second category is behaviour towards yourself and behaviour towards your organisation, the first thing we discuss there is goals, how to set them. So there you can learn about the goal log, it’s one of our most productive forms because it helps people define their goals. What they see, what they hear, what they feel, making it real, what potential obstacles that can come up, contingency plans, people, groups of people that can help them, resources, and then creating an action plan for success followed by monitoring your behaviour. The full form is there with all the definitions they can download it. The other form of course supporting this is what we call a goal sheet. Once you have all your goals you can summarise them all the way to this year, you can go this quarter, this year, but we want people to go a little further, three years out, five years out, ten years and beyond, so on one piece of paper you can have your road map and that’s the goal log form which will help you. The one for discipline that will help people so much, we call it the monthly monitor chart. The monthly monitor chart has the numbers one through thirty one, each representing a day of the year and as we go down the left-hand side we have what we call our daily disciplines. I reviewed my goals, morning, noon, and night. Now what would happen in your life if you reviewed your goals three times a day, everyday?
Matthew: Ah, man, well I’ve been doing that and I’ve just seen the growth of my health and wealth over the course of the last year, absolutely. It just goes up.
Bob: Yeah. And the idea is you give yourself a checkmark. If you didn’t do it, you leave it blank. The idea is to get twenty-five checkmarks out of the 31 and it automatically becomes a daily discipline for you. So it’s a great tool to help people there and again you can get that at velocityselling.com under the behaviour category, behaviour towards yourself and behaviour towards your organisation. Now as we go further down that sheet you’ve got daily affirmations, and you have space to identify your top three goals for the month and the three top actions to take on a daily basis to help you reach that goal. So it’s a very useful form, you can customize it for yourself. It’s easy it sits there and it’s part of your daily routine or reviewing your day.
Matthew: Yeah perfect. So we’ve also got the behaviour worksheet I think?
Bob: Yes. Now you’d mentioned that in an earlier episode Matthew you know where, and I found it here in the book, you know it’s also on the online training, but on page 100 of all things, under Velocity Selling, you’ve got here: “In order to generate X dollars, I need to get in front of X prospects. In order to get in front of X prospects I need to book X appointments. In order to book X appointments I need to speak to X prospects. In order to speak to X prospects I need to initiate certain points of contact. In order to initiate certain points of contact I need to….you know what I mean? So you keep going down. It’s like you said you get the end result and work backwards. And that’s a simple form to help you get there. We also have the sales worksheet where you can take your annual and based on vacation and high and low seasons you know, put your numbers in for the year, it helps you break it down it helps you simplify it so you kinda know certain times of the year. What minimum behaviours do you have to demonstrate so you can get the results that you’re looking for.
Matthew: Absolutely Bob. One of the things about discipline and monitoring, I was speaking with Murray Delmeter, and he started a franchise called Donut King and he grew that to three thousand stores and started a bigger organisation called The Retail Food Group in Australia which now manages half of the franchises that are around Australia. Not maybe half, but certainly a lot of them and he was telling us stories how the monitoring that he has inside his business and he was telling a story about how he was having a lunch with a guy from McDonald’s and that guy was getting messages from his managers. He would then phone the managers and say hey, you’re 2% out of wages, fix that by the end of the shift. So we’re talking about McDonald’s a multi-billion dollar organisation and they are managing on those one or two percentages.
Bob: Yeah.
Matthew: So if you know what your numbers are, if you know enough to measure you can start making course corrections because even in an airplane if you take an airplane from Australia to LA if you’re 2% off you’re going to end up in Guatemala.
Bob: You got it.
Matthew: So you need to know where you are at all times and make the small course corrections as you go and you can actually keep your target without finding at the end of the year, well hang on, I was supposed to have a million dollars, now I’ve got a hundred grand, what went wrong?
Bob: Yeah. And that’s another good discipline overall. After every sales call, debrief. What went well, what didn’t go so well, what could we do differently next time? Anyways these are some tools to help you. We have a lot more. You can get them out of the book, Disciplines for Life, which I wrote. That’s available at bobu.com. But I highly recommend if you’re in sales go to velocityselling.com sign up for the day free trial offer. Get as much as information as you can. There’s over 300 modules, it’s continuous learning, it’s affordable, it’s accessible, but for now, just go and check that out for your own benefit. Download it free of charge.
Matthew: Perfect Bob. Well that’s a great place to stop there so have a great week and I’ll talk to you again soon.
Bob: Alright, thanks again Matthew.
Matthew: Bye for now.
Matthew has been involved in the growth of many businesses across multiple industries including, health products, software development, IT consultancy, Real Estate and franchise sales with personal sales of over $100 million.
After all of this hard work Matthew took a year off with his wife and two children in Bali. After returning to Australia Matthew was ready to take on his next challenge, following his passion in Sales, and joined the Velocity Selling team as CEO.
