Sales Coaches

Sep 27, 2023 12:00pm

By Jody Seivert

Under Sales Coaches, Sales Managers, selling, Retail, sales, showroom, success, leaders & team

1 min read

DISC – Compliance Style

I use DISC as a core competence for sales professionals. Last week I focused on the Steady style. This week I'm focusing on the Compliant style.

Compliance style people have a strong commitment to accuracy and specifics, which is surpassed only by their high level of detail and precision. They value information and trust facts, especially from credible sources. They will avoid conflict, prefer to not make eye contact, and their communication will include a lot of factual information, delivere…

Sep 27, 2023 12:00pm

By Jody Seivert

Under Sales Coaches, Sales Managers, selling, Retail, sales, showroom, success, leaders & team

1 min read

Sep 20, 2023 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Interactions, Retail, Achieve, showroom, sales, leaders, team, Sales Coaches, Sales Managers & success

1 min read

DISC – Steadiness Style

I use DISC as a core competence for sales professionals. Last week I focused on the Influencer style. This week I'm focusing on the Steady style.

Steadies are accommodating and conforming and find the opinions of others important in their decision making. They smile when you look at them, have gentle expressions, and will not usually initiate conversations. Comfort matters to them – both physical and emotional - as evidenced by their casual dress and their use of words like “feeling, understa…

Sep 20, 2023 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Interactions, Retail, Achieve, showroom, sales, leaders, team, Sales Coaches, Sales Managers & success

1 min read

Sep 13, 2023 12:00pm

By Jody Seivert

Under Sales Managers, Sales Coaches, relationships, leaders, team, Retail, sales & sales professionals

1 min read

DISC – Influencer Style

I use DISC as a core competence for sales professionals. Last week I focused on the Dominant style. this week I'm focusing on the Influencer style.

Influencers are also fast paced, and are expressive, outgoing and engaging. They motivate and encourage others to accomplish and produce results. As performers, they may produce up and down results, as they tend to shoot from the hip rather than follow a process. They have a unique and individual presentation and may have a ‘signature look’. Expec…

Sep 13, 2023 12:00pm

By Jody Seivert

Under Sales Managers, Sales Coaches, relationships, leaders, team, Retail, sales & sales professionals

1 min read

Sep 6, 2023 12:00pm

By Jody Seivert

Under Results, selling, Sales Coaches, Sales Managers, Retail, sales, Excellence, Interactions & leaders

2 min read

DISC – Dominant Style

If we have worked together in the past, then you know that I consider the behavioral preference model DISC as a core competence for sales professionals in every sales role: seller, sales support, manager, leader.

This month we are going to focus on the four DISC styles in their most classic embodiment: To identify them by audio visual clues and to adapt to them so that you can create the experience THEY want… and to practice EMOTIONAL OBJECTIVITY and BEHAVIORAL FLEXIBILITY in the process.

Do…

Sep 6, 2023 12:00pm

By Jody Seivert

Under Results, selling, Sales Coaches, Sales Managers, Retail, sales, Excellence, Interactions & leaders

2 min read

Jul 25, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Build Habits, Action plan, Sales Managers, Sales Coaches, managers, Results, Retail, team, Discovery Questions, leaders, practice, sketching, Sketch the space & Closing

2 min read

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…

How are you using voice and bod…

Jul 25, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Build Habits, Action plan, Sales Managers, Sales Coaches, managers, Results, Retail, team, Discovery Questions, leaders, practice, sketching, Sketch the space & Closing

2 min read

Jul 18, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Retail, Results, Excellence, Goals, strategy, Systems, leaders, team, managers & practice

1 min read

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…

Jul 18, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Retail, Results, Excellence, Goals, strategy, Systems, leaders, team, managers & practice

1 min read

Jul 11, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Excellence, Results, showroom, #closeratio, managers, solutions & Systems

1 min read

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…

Jul 11, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Excellence, Results, showroom, #closeratio, managers, solutions & Systems

1 min read

Jul 4, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Managers, Sales Coaches, showroom, Results, Achieve, Systems & solutions

1 min read

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…

Jul 4, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Managers, Sales Coaches, showroom, Results, Achieve, Systems & solutions

1 min read

Jun 27, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Results, sales, Opportunities, Appointments, Sales Coaches, Sales Managers, Closing, Systems, #JodySays & Intention

1 min read

June is…a good practice month.

It’s hard to imagine that less sales traffic would be a good thing…and yet it can be.

If traffic is off, you can spend more time with each opportunity and increase the chance to close and to close for bigger tickets.

What makes the difference is intention.

Intention to focus on creating an outcome with each and every opportunity. The intention is to sell it or schedule it. Not to sell it or follow up… to sell it or schedule it.

If you notice that you are not scheduling at least 20% of your…

Jun 27, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Results, sales, Opportunities, Appointments, Sales Coaches, Sales Managers, Closing, Systems, #JodySays & Intention

1 min read

Jun 1, 2023 02:45pm

By Jody Seivert

Under #SellItOrScheduleIt, Sales Coaches, Sales Managers, selling, Commitment, #JodySays & Retail

1 min read

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…

Jun 1, 2023 02:45pm

By Jody Seivert

Under #SellItOrScheduleIt, Sales Coaches, Sales Managers, selling, Commitment, #JodySays & Retail

1 min read

Blog

Sales Coaches

DISC – Compliance Style

DISC – Steadiness Style

DISC – Influencer Style

DISC – Dominant Style

Sell it or Schedule it: Your Operating System

Sell it or Schedule it: Train it and Coach it.

Sell it or Schedule it: Know it and Demonstrate it.

Sell it or Schedule it…or “You Do You.”

June is…a good practice month.

PerformNow and One by One

Categories