Targeting for velocity selling cycles in a new economy

Bob Urichuck International Trainer

In this new economy, it is more important than ever before to aim for Velocity Selling cycles. Your bottom line depends on it.

It is essential that sales professionals clearly define their target prospects by criteria. This criteria is based on the best Return On Time Invested (R.O.T.I.) and confirmed in the fastest way possible. I refer to the Velocity Selling Cycle which will unquestionably acquire positive sales results.

Begin affecting sales velocity results by dissecting your data base of customers based on predetermined criteria. This should be criteria that will identify your best customers.

It may be volume, margins, profits, loyalty, etc, but it must be specific and then, utilized to distinguish between different levels of clients.

The Plato rule states that 80% of your clients give you 20% of your business. The problem begins when most sales professionals invest up to 80% of their time with these low producing clients. This format is a road block for effective sales velocity results.

The opposite of the above is also true. Statistics show that only 20% of your customers give you 80% of your business and unfortunately sales professionals tend to focus 20% of their time here.

This is an ineffective way to get those concrete sales velocity results. What if sales professionals were to do the opposite and focus 80% of their time on the 20% of the clients who give them 80% of their revenues? Do you think they would get better sales velocity results while better managing their time?

By clearly defining the criteria on your best customers and making use of your existing data base, you will be able to profile what we call your “A” or Absolute customers. They are absolute customers because without them and their progressive sales velocity results, you would be out of business.

What is the criterion which reflects an “A” client in your business? Follow the same sales results procedure with the next level of clients, the “B” or Beneficial clients. What is the criterion which reflects a “B” client in your business? Next, profile your “A” and “B” clients based on the information you have in your data base; such as the company, the size, the decision maker’s age, the gender, the association/club memberships, the magazines they subscribed to, etc.

Finally, map that profile out into the marketplace and identify prospects that have the same or similar profile.

The “A” and “B” prospects are the ones to target and to invest your time in order to achieve the sales velocity results you need in this new economy.

It will also be your best Return on Time Invested (R.O.T.I.). Now is the time for velocity thinking, effective planning and profound sales velocity results. Does your sales cycle lack velocity and are you missing these ingredients? Learn how to execute the disciplines of attracting, engaging and empowering the “buyer focused” velocity sellingTM system, to up your bottom line in weeks, not months.