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What is Your Relationship to Organization?
As a natural list maker, it still surprises me when I work with someone who relies solely on a daily to-do list and doesn’t use a calendar. Is that you?
A daily to-do list is an insufficient structure for organizing actions in time. They are good vehicles for prioritizing results per day…but using them exclusively fosters high stress and a narrow perspective…which is why I encourage using a calendar with at least a weekly view. It encourages a wider vision of the time allowed and the best tim…
Sell it or Schedule it: Your Operating System
To recap: The flrst level of Sell it or Schedule it as a sales manager is to be able to demonstrate the process and to produce a sale or an appointment.
The second level is to be able to train and coach the process with the sales team to improve results.
The last level is to use Sell it or Schedule it as your operating system with the sales team. This puts the understanding and execution of the process in a full circle.
Let me explain by asking a few questions…
Let me explain by asking a few questions…
How are you using voice and bod…
Sell it or Schedule it: Train it and Coach it.
Now that you know the elements of Sell it or Schedule it, what are the skills to develop to train it or to coach your sales associates?
If you need to increase the team close ratio, what are the actions in the sales process that will accomplish that? Which steps in Sell it or Schedule it will raise their success rate? How are you going to do that?
And once you train a selling skill, how are going to coach it - formally and Informally?
How will you structure your observations on the floor to wa…
How will you structure your observations on the floor to wa…
Sell it or Schedule it: Know it and Demonstrate it.
We all nod in agreement when someone says, “You need to lead by example.”And yet, when put to the test to demonstrate the process that the salespeople are expected to execute, many sales managers would fail. So I ask you, how would you do with that?
Are you able to demonstrate 'Sell it or Schedule it' by taking a sales opportunity in the showroom and executing the process from start to finish…including getting a sale or getting an appointment?
Being able to demonstrate selling actions that pro…
Sell it or Schedule it…or “You Do You.”
If you manage a sales team, your role is to have each of them make their goals and improve their performance… and if they do, then you make YOUR goal, which is the SHOWROOM goal.
(Yes, the showroom goal is YOUR goal.)
And to do that, you need structures and actions and a methodology to teach from, or you will be managing your team from your own behavioral preferences and your own selling autobiography.
That doesn’t mean that what you did when you were a salesperson was wrong or deficient, esp…
June is…the beginning of a new season.
It’s summer…and summer traffic is often unpredictable, and customers/clients can be distracted by vacation plans and being away from home.
You might have vacation plans scheduled, too…which means you need to make goal in LESS time.
What? Yes.
And as we discussed in an earlier post, it’s about the strategy…what is the number you have to hit? How many sales do you have to make at what average sale? And what actions are needed to achieve those sales?
You do this by taking the actions that incr…
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…
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…
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 …
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