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#SellItOrScheduleIt
June is…the end of the first half of the year.
Here we are…halfway through the year. At the completion of June, it’s a good time to review performance for the first six months and see what worked and what didn’t work… or was missing from your strategy.
Since the first half of this year has been different from the first half of last year, what has changed that you need to adapt to? The trend that is driving this year is different from last year – and we can adapt and build a new strategy or we can complain and bemoan the changes. The choice…
June is…what follows May
If your showroom is like other showrooms, April was soft, and May followed April in a similar fashion. Neither month are historically strong but that isn’t much solace when you are expecting to see a certain number of opportunities and they don’t come in the door.
Remember that there are THREE ways to drive business and traffic is only one of them. Review your other areas for business: close ratio (increase the number of opportunities you close of the opportunities you get) and average sale …
Tuition or Commission?
Tuition or Commission?
It’s that simple…
Either you write it up now and get commission…or you make an appointment to sell it later.
Those are commission producing actions and results.
OR you DON’T get the sale or the appointment…and you LEARN something from it.
You learn something about yourself. You learn what you could have done or done differently.
For that outcome you need to want to get something from this interaction with…
PerformNow and One by One
If you are a regular reader, you know that I have a commitment to sales managers and how they effectively execute their job and elevate their team performance. My “Sell it or Schedule it” has a sales manager training component and I easily spend as much time training and coaching sales managers as I spend training and coaching salespeople.
It’s with that commitment that I have joined forces with David and Wayne McMahon and their PerformNow Sales Manager Performance Groups. There are…
The Final PR Word
P R
For Sales Professionals, everywhere…..
This is the last of four blogs in the series on PR words. How did the last blog about the buyer’s PRocess impact what you know about where your client/customer is in their decision making…and what you are able to complete and achieve with them today? Our final P R word is….
PRoduct(s)
- Based on what we have learned about their problem, what matters most to them, and where they are in their process, what are the best product solutions for them?
- H…
The Third PR Word
This is the third of a series of four blogs. What did you get from the last blog learning about the PRiorities that your client/customer is trying to satisfy? Our next P R word is….
PRocess
- Where are they in their decision-making process….and how are you going to find out?
- Are they expecting or able to decide today…or will another meeting be necessary to complete this process?
- What do they already know or are using as a measure of comparison?
- How will you ‘forward the sale’ and move …
The Second PR Word
This is the second in a series of four blogs about P R words. What did you gain from the last blog to learn more about the PRoblem that your client/customer is facing? Let’s keep looking at our next P R word….
PRiority
- What matters MOST to them NOW?
- What are the key and essential elements of the problem they are trying to solve or the vision they are trying to realize?
- What are the motivating aspects of this process and decision that is driving them now?
This part of the sales i…
Managing Distractions and Interruptions
We can do a fine job of organizing and planning our own actions and involving others when we schedule appointments with them. And even with all that, our best-scheduled actions can be derailed by the actions of others.
Take a look at how your time unfolds. Are your actions taken as you plan them…or do they get pushed back to accommodate the requests of others? Does this happen frequently? Do others interrupt you because you allow or encourage it or because you have a skill that they often nee…
Respecting Time by Making Appointments
As part of organizing actions in time, establish pre-arranged appointment times for when they work best for YOU (scheduled at lower opportunity times for other, harder-to-control actions). Use the repeat feature on your calendar so that you hold those times week after week. When you offer an appointment time that is agreed to, send a calendar invitation that can be accepted and ‘saved for this event only’ from the series…leaving that spot open next week at the same time. Increase the opportuni…
Organizing Actions in Time
“Time Management” is a misnomer because you cannot manage time. You can, however, manage ACTIONS in time.
Begin with your targets – what you WANT to accomplish. And working back from them, identify the actions that need to happen to achieve them. Start small and plan the actions at the best time to execute them and to achieve the result.
Plan a week at a time and support the week with a daily to-do list...but expand your perspective beyond one day…don’t rely on a daily list to manage a week …
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