International sales expert and world renowned best selling author, Bob Urichuck has been recognized in a newly released book, Sales Gurus Speak Out.

In one of the book’s chapters, Urichuck identifies a unique process in ‘’uncomplicating’’ the sales process. According to him, being a salesperson is no different from being any other kind of professional. His approach is revolutionary in that it goes against the grain of what most sales professionals have been taught. He calls it the ABC, 123 Sales Results System, featured in his second best selling book Up Your Bottom Line.

‘’The ‘A’ is for attitude. So many salespeople let circumstances determine their outlook for the day. Attitude is 100% under everyone’s control. (1) Do you believe in yourself, (2) your organization and (3) your market? Do you have an owner’s mentality?’’

‘’The ‘B’ is for behavior. (1) Behavior towards yourself, (2) your organization and (3) your market. Take the time to define your Absolute, Beneficial, and Convenient (ABC) criteria. Most businesspeople spend 80% of their time on the C’s from whom you get the 20% of their returns!’’ Do the opposite and Up Your Bottom Line, continues Urichuck.

The C in his equation is competencies. (1) Building Relationships – establishing trust, (2) Qualifying Opportunities and (3) Prescribing Solutions, letting the customer buy and maintaining the relationship.

According to the Urichuck, businesses do not invest enough time in acquiring the necessary skills for building human interaction, communication (asking questions and listening), and relationship building.

‘’The final and most important fact to retain is that salespeople should never get trapped in the buyer’s system.  With the ABC, 123 Sales Results System the prospect feels like they are buying a product or service, not like they are being sold,’’ claims Urichuck.

Bob Urichuck is based out of Ottawa, Canada. He is internationally recognized for his work in the areas of motivation, leadership, sales and team skills, and specifically for his "12 Disciplines" approach to personal / team motivation and leadership and his "ABC, 123 Sales Results System" - a non-traditional, and internationally proven, sales process.

Over the past 25 years, Bob's experience has taken him from door-to-door to executive boardroom sales. From being a Sales Trainer and Certified Master Trainer of a corporate Learning Institute to being self-employed and 100% dependent on his own efforts, Bob's experiences are far reaching.

Within five years Bob Urichuck Management was recognized internationally using Singapore as a hub for Asia, Dubai for the Middle East and now Shanghai for China. His books are available in over ten countries and five languages. He can be found on the web at: www.bobu.com