Velocity Selling - Bob Urichuck

Velocity Selling is a non-traditional approach to sales. As opposed to teaching selling skills, it teaches you how to facilitate the buying process by putting your focus on the buyer and how to attract, engage, and empower them to buy. As simple as A, B, C, D, it starts with building a solid foundation:
 

• Attitude: belief in yourself, your organization, and the buyer
• Behavior: effective habits toward yourself, your organization, and the buyer
• Competencies: a step-by-step systematic approach to engaging and empowering buyers to buy, if they are qualified
• Disciplines: practices that need to be maintained for continuous success

 
The goal of the book is to help increase your bottom line while shortening your sales cycle, and put you in control of the sales process while building and maintaining relationships that will become your secondary sales force.