Coaching

Jun 28, 2022 12:00pm

By Jody Seivert

Under Resistance, #SellItOrScheduleIt, #JodySays, Build Habits, Actions, Action plan, Achieve, Sales Coaches, selling, Interactions, Opportunities, Retail, Coaching, #closeratio, Results, communication & sales

1 min read

It’s not my job….Resist being resistant

In the showroom world, it’s understandable that sales associates will rely on incoming traffic for their business. After all, if they wanted to do outreach, they would be outside salespeople, right?!
Maybe.

Whether inside or outside, the role of a salesperson is to generate sales for the showroom and for themselves. The more flexible and innovative the salesperson is with HOW that achievement is executed, the more consistently their goal will be achieved. This is because they are not tethered t…

Jun 28, 2022 12:00pm

By Jody Seivert

Under Resistance, #SellItOrScheduleIt, #JodySays, Build Habits, Actions, Action plan, Achieve, Sales Coaches, selling, Interactions, Opportunities, Retail, Coaching, #closeratio, Results, communication & sales

1 min read

Jun 7, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Sales Coaches, Opportunities, #closeratio, Retail, sales, showroom, Closing, challenges, relationships, connecting, selling & Coaching

2 min read

Why wait?

As traffic begins to slow in both retail and trade showrooms and we look to satisfy our commitment to making goal NO MATTER WHAT…we find that relying solely on the door is not a good strategy for achievement.

Relying on the door is a waiting game. And it puts all the eggs in one basket… and it’s not a sturdy basket. It may seem easier to just wait and see what happens, right? But what if the traffic is insufficient to make your goal at your current performance levels? Then what? Can you affo…

Jun 7, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Sales Coaches, Opportunities, #closeratio, Retail, sales, showroom, Closing, challenges, relationships, connecting, selling & Coaching

2 min read

May 17, 2022 12:00pm

By Jody Seivert

Under Qualifying Questions, selling, Action plan, Coaching, Interactions, Achieve, sales, challenges, #closeratio, Build Habits, #SellItOrScheduleIt, strategy, Organization & Appointments

2 min read

Process for Selling Intangibles

Selling intangible outcomes like appointments is different from selling tangible outcomes, like sofas or chairs. Selling an intangible requires a process of introducing the concept when you first realize that it will be the intended outcome of the sales interaction. This is because it is CLEAR that the customer cannot buy today – based on the answers to your questions that were intended to determine that (not your assumptions).

At that point, introduce the concept: “Since we can only accompl…

May 17, 2022 12:00pm

By Jody Seivert

Under Qualifying Questions, selling, Action plan, Coaching, Interactions, Achieve, sales, challenges, #closeratio, Build Habits, #SellItOrScheduleIt, strategy, Organization & Appointments

2 min read

May 3, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Results, Retail, #closeratio, Closing, Interactions, Opportunities, Sales Coaches, Coaching, Sketch, Sketch the space, showroom, selling & communication

1 min read

Intended Outcomes

My program, “Sell it or Schedule it”™, is called that because the ONLY outcomes of a selling interaction is to close the sale or to arrange another contact time…in order to close the sale. To either write it up today because the customer is far enough along in their buying process to be able to confidently decide…or they aren’t! In the case of the latter, an appointment will ‘forward’ or ‘advance’ the sale so that you can close it at the next contact.

Anything else isn’t an outcome, but a step …

May 3, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Results, Retail, #closeratio, Closing, Interactions, Opportunities, Sales Coaches, Coaching, Sketch, Sketch the space, showroom, selling & communication

1 min read

Apr 19, 2022 12:00pm

By Jody Seivert

Under sales, Retail, Sales Coaches, Sales Managers, showroom, Action plan, Creating Urgency, Consultative Selling, Coaching, #SellItOrScheduleIt, #JodySays, Actions, Objections & challenges

2 min read

April Showers Bring May Flowers

As lead times remain long and product pricing and freight continue to rise, we are faced with the question of timing. It’s likely that home furnishings (and I speak to fine quality products here) will never be more affordable than they are right now. And right now is all we have. Now is the time to take action and make decisions.

That thinking needs to start with the sales professional. Waiting favors no one. A client/customer who believes that waiting until supply chain challenges lessen or…

Apr 19, 2022 12:00pm

By Jody Seivert

Under sales, Retail, Sales Coaches, Sales Managers, showroom, Action plan, Creating Urgency, Consultative Selling, Coaching, #SellItOrScheduleIt, #JodySays, Actions, Objections & challenges

2 min read

Apr 12, 2022 12:00pm

By Jody Seivert

Under Furnishings, #closeratio, Opportunities, Retail, Achieve, showroom, Results, Coaching, sales, challenges & Designers

2 min read

High Point Furniture Market

In the spirit of Spring and the transition and blossoming nature of the season, High Point Market was a welcome respite from the isolation of the pandemic.

It ‘felt’ well attended, both in the buildings and on the streets, and had an old and new quality to it.

Old in the sense of seeing lots of people I have missed in the last couple of years, and the chance to sit and talk about how they and their business have changed.

Old and new in revisiting shared experiences (I got a lot of “You once t…

Apr 12, 2022 12:00pm

By Jody Seivert

Under Furnishings, #closeratio, Opportunities, Retail, Achieve, showroom, Results, Coaching, sales, challenges & Designers

2 min read

Apr 5, 2022 12:00pm

By Jody Seivert

Under selling, #SellItOrScheduleIt, Sales Coaches, Qualifying Questions, Coaching, Consistancy, connecting, Problems & Consultative Selling

2 min read

The Start of a New Quarter

The beauty of quarters is that they are measurable and manageable components of time that allow for a bit more breathing room than months alone allow.

As sales professionals, we are challenged to make goal every month and to make goal every quarter. However, it doesn’t always work that smoothly…with significant goals, you might miss goal one month, go a bit over the next month, and look to square up the quarter in the third month…which is why I like quarterly goals so much.

Each quarter t…

Apr 5, 2022 12:00pm

By Jody Seivert

Under selling, #SellItOrScheduleIt, Sales Coaches, Qualifying Questions, Coaching, Consistancy, connecting, Problems & Consultative Selling

2 min read

Mar 29, 2022 12:00pm

By Jody Seivert

Under solutions, Actions, Closing, Coaching, #SellItOrScheduleIt, Action plan, Sales Coaches, Sales Managers, selling, Process, Problems, priorities, Interactions, Opportunities, Achieve, communication & Customer Satisfaction

1 min read

Equals (Product) Solution

If you are still reading this series, you have come to the summary of addition: Problem plus Priorities plus Process equals Solution.

The product solution that you create by asking questions in these three areas and combining the answers will produce a solution that will compel the customer to take action…now.

Presenting a solution that captures the essence of what matters most to the customer standing in front of you requires focus, attention, patience, and persistence. And the satisfacti…

Mar 29, 2022 12:00pm

By Jody Seivert

Under solutions, Actions, Closing, Coaching, #SellItOrScheduleIt, Action plan, Sales Coaches, Sales Managers, selling, Process, Problems, priorities, Interactions, Opportunities, Achieve, communication & Customer Satisfaction

1 min read

Feb 28, 2022 12:00pm

By Jody Seivert

Under Reflection, Action plan, Build Habits, Coaching, Achieve, Opportunities, Change, Actions, onething, Resistance & Mindset

2 min read

Recognizing Resistance

Resistance is one of those things that is so easy to see in others but nearly impossible to see in ourselves. Some of that comes from the oft-believed notion that we are ‘open to new things’. How many people read Who Moved My Cheese? by Spencer Johnson and saw themselves as Haw, the mouse who was willing to try a different way that would produce a better outcome?

Every day, EVERY day, I ‘invent the possibility’ of being willing and open. And I do that every day because it sets my thinking to …

Feb 28, 2022 12:00pm

By Jody Seivert

Under Reflection, Action plan, Build Habits, Coaching, Achieve, Opportunities, Change, Actions, onething, Resistance & Mindset

2 min read

Feb 21, 2022 12:00pm

By Jody Seivert

Under Consistancy, Build Habits, Coaching, selling, Commitment, Retail, Results, Achieve, Actions, Goals, consistency & Process

1 min read

Conscious Consistency

Conscious Consistency. I love the way this sounds. It came up in a coaching call (as so many things do!) and I had to write it down.

Conscious. Consistency. Two related but separate qualities that contribute to making new habits. Cool, huh?

Conscious. Present. Mindful. In the moment. Paying attention. Being focused on the action now. Noticing my thinking and how it impacts my actions.

Consistency. Repeating things that work. And again. Noticing how the action starts to become second na…

Feb 21, 2022 12:00pm

By Jody Seivert

Under Consistancy, Build Habits, Coaching, selling, Commitment, Retail, Results, Achieve, Actions, Goals, consistency & Process

1 min read

Blog

Coaching

It’s not my job….Resist being resistant

Why wait?

Process for Selling Intangibles

Intended Outcomes

April Showers Bring May Flowers

High Point Furniture Market

The Start of a New Quarter

Equals (Product) Solution

Recognizing Resistance

Conscious Consistency

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