Coaching

Jul 26, 2022 12:00pm

By Jody Seivert

Under Interactions, Opportunities, Coaching, Build Habits, Action plan, Results, showroom, sales, Sales Managers, Sales Coaches, Clarity & sales professionals

2 min read

Who should Summarize?

In the same way that sketching the room is a multi-purpose tool and skill, I assert that summarizing will be, too. And they both need to be practiced into second nature by everyone on the sales team.

The sales professional.

In the earlier posts, I itemized the situations that would benefit from summarizing. For the salesperson, this will be a skill to be practiced and to keep front of mind. It may need to be mentioned in the daily huddle – with some successes from the previous day and some v…

Jul 26, 2022 12:00pm

By Jody Seivert

Under Interactions, Opportunities, Coaching, Build Habits, Action plan, Results, showroom, sales, Sales Managers, Sales Coaches, Clarity & sales professionals

2 min read

Jul 19, 2022 12:00pm

By Jody Seivert

Under Clarity, Sales Coaches, Build Habits, Action plan, Coaching, Sales Managers, selling, Interactions, #SellItOrScheduleIt, showroom, distraction, Mindset & Appointments

2 min read

When to Summarize?

With this new skill of summarizing, it is helpful to know when to use it. As you read this, put yourself in your most recent ineffective sales interaction…and by ineffective, I mean that you did not produce a sale or an appointment. Without defense or blame, let’s explore if any of these things happened and if a different outcome might have been achieved if you had summarized.

Did you or the customer get distracted, confused, or overwhelmed? It’s easy to do when there are a lot of details …

Jul 19, 2022 12:00pm

By Jody Seivert

Under Clarity, Sales Coaches, Build Habits, Action plan, Coaching, Sales Managers, selling, Interactions, #SellItOrScheduleIt, showroom, distraction, Mindset & Appointments

2 min read

Jul 6, 2022 12:00am

By Jody Seivert

Under #SellItOrScheduleIt, Mindset, #JodySays, Build Habits, Coaching, selling, Opportunities, Achieve, Interactions, #closeratio, showroom, sales, relationships & communication

2 min read

What does slow mean?

When salespeople tell me that ‘it’s slow’…I have to take a breath and get to neutral so that I don’t react. 😀 Why is that?

Because most salespeople who complain about traffic aren’t using the actual data as their complaint. They might be using one day of traffic against the same day a week earlier or another anecdotal comparison that is not based in fact. And even if it IS factual, now what?

My standard response to “It’s slow…” is something like, “I get that you have some concerns about the tr…

Jul 6, 2022 12:00am

By Jody Seivert

Under #SellItOrScheduleIt, Mindset, #JodySays, Build Habits, Coaching, selling, Opportunities, Achieve, Interactions, #closeratio, showroom, sales, relationships & communication

2 min read

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

Blog

Coaching

Who should Summarize?

When to Summarize?

What does slow mean?

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

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