“Helpful” is Not an Outcome

I had a great call today with the sales leadership of Interiors Home in PA. We have been working together for a couple of years and discussing how to break some habits and create new, more effective ones. One of the actions we were discussing I have mentioned before: Sales managers interrupting sales/customer interactions on the sales floor to help the salesperson to overcome concerns and to help them to close the sale (or get the appointment).

Today we distinguished HOW to engage. Instead of the sales manager introducing themselves to be ‘helpful’ to the customer and to the salesperson, it’s better to “Actively and Intentionally Engage” with the outcome being the sale or the appointment. And to take the opportunity to demonstrate the selling skill needed (new questions, more powerful presentation, overcome sticky objections, or ask for the commitment!) that the salesperson may have missed or performed poorly. It’s a BIG difference from just being helpful.

As I said to them, for the sales manager, Intentionally Engaging to Produce an Outcome is an equivalent of what sketching the rooms is for the salesperson: High-level tools that satisfy multiple objectives.

Sit with this for awhile…then give me a call and let’s discuss. 877-663-9663.

Now, go sell something.

oxo,

Jody